Channel Account Manager📣 Job Ad

About Kiteworks and the Channel Account Manager Role

Kiteworks provides organizations with a unified control plane for governing, protecting, and tracking sensitive data. The platform consolidates data governance, compliance automation, and AI-ready content controls to manage risk and meet regulatory demands. Kiteworks is seeking a Channel Account Manager to join the team in Riyadh, Saudi Arabia. This full-time role requires 5-10 years of relevant experience.

Role Overview

The Channel Account Manager for the Middle East is responsible for building, enabling, and accelerating a high-performing reseller and systems integrator partner ecosystem across the GCC and broader Middle East region. This individual contributor, quota-carrying position owns the full partner lifecycle, from recruitment and onboarding through enablement, pipeline development, and co-selling. The role focuses on government, financial services, healthcare, and critical infrastructure verticals where data governance, digital sovereignty, and AI-era compliance are critical. Success in this position requires balancing strategic partner development with hands-on pipeline management.

Key Responsibilities

• Identify, recruit, and onboard new value-added resellers (VARs), managed security service providers (MSSPs), and systems integrators aligned to Kiteworks' target verticals in the Middle East.
• Develop and execute joint business plans with Tier 1 and Tier 2 partners, including quarterly revenue targets, marketing investment, and enablement milestones.
• Build deep executive and technical relationships within partner organizations to ensure Kiteworks is a prioritized vendor in partner portfolios.
• Manage and grow relationships with regional distributors to extend reach into sub-tier resellers.
• Own and drive partner-sourced and partner-influenced pipeline to meet or exceed quarterly and annual bookings quotas.
• Work collaboratively with sales counterparts on co-selling opportunities, defining roles and ensuring a consistent customer experience.
• Identify and develop new logo opportunities through partner-led outreach, leveraging partners' existing customer relationships in government, banking, and energy sectors.
• Accurately forecast partner pipeline within Salesforce CRM and provide weekly updates to channel and regional leadership.
• Coordinate and deliver product, sales, and competitive training for partner sales engineers and account executives.
• Ensure partners are current on Kiteworks certifications, compliance messaging, and key differentiators against competitors.
• Act as the primary point of escalation for partner deal support, RFP assistance, and commercial queries.
• Facilitate partner access to Kiteworks marketing development funds (MDF), co-marketing activities, and regional field events.
• Provide field intelligence on the competitive landscape, regulatory developments, and emerging customer requirements to product and marketing teams.
• Contribute to the regional channel strategy and partner tiering framework.
• Track partner performance against agreed KPIs and take corrective action or investment.
• Protect customer and prospect data by following secure handling practices and ensuring compliance with data protection policies during all sales activities.

Required Qualifications

• Demonstrated track record of meeting or exceeding channel bookings quotas in a complex, multi-partner selling environment.
• Strong existing relationships with key VARs, MSSPs, or SIs operating across the Middle East region.
• Deep understanding of government procurement processes across the Middle East, including framework agreements and public tender requirements.
• Proficiency with Salesforce CRM for pipeline management and forecasting.
• Willingness to travel regionally up to 40%.

Preferred Qualifications

• Experience selling data security, content governance, compliance, or secure file transfer solutions.
• Familiarity with Middle East regulatory frameworks.
• Experience with channel programs, deal registration management, and MDF governance.

Compensation and Company Culture

The annual salary for this position ranges from SAR 220,000 to SAR 320,000, plus uncapped commission based on performance against an annual quota with accelerators for over-attainment. The role includes a regional travel budget, support for key industry events, and a comprehensive benefits package. Kiteworks is a high-growth, mission-driven company focused on protecting sensitive data.

Kiteworks operates on core values of Execution (delivering results with focus and ownership), Transparency (open communication and accountability), and Integrity (upholding honesty and ethical actions). The company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to various protected characteristics. This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter, to meet company, customer, and/or government security screening requirements.