Channel Account Manager📣 Job Ad

About the Channel Account Manager Role

Kiteworks is seeking a Channel Account Manager (CAM) to join its team in Riyadh, Saudi Arabia. This full-time, individual contributor role is responsible for developing and managing a network of value-added resellers (VARs), managed security service providers (MSSPs), and systems integrators across the GCC and Middle East. The CAM will focus on key verticals including government, financial services, healthcare, and critical infrastructure, where data governance, digital sovereignty, and AI-era compliance are critical.

Partner Ecosystem Development

The primary focus of this role is to build, enable, and accelerate a high-performing partner ecosystem. This involves the entire partner lifecycle, from identifying and recruiting new partners aligned with Kiteworks' target markets, to onboarding and ongoing enablement. The CAM will collaborate with partners to develop joint business plans, set revenue targets, and drive marketing initiatives. Building strong executive and technical relationships within partner organizations is essential to ensure Kiteworks is a prioritized offering. Additionally, managing and growing relationships with regional distributors to expand reach to sub-tier resellers is a key responsibility.

Pipeline Generation and Revenue Attainment

This quota-carrying position requires the CAM to own and drive partner-sourced and partner-influenced pipeline to meet or exceed bookings targets. Collaboration with sales counterparts on co-selling opportunities is crucial, ensuring clear role definition and a consistent customer experience. The role involves identifying and developing new logo opportunities through partner-led outreach, leveraging existing partner customer relationships. Accurate forecasting of partner pipeline within Salesforce CRM and providing weekly updates to leadership are also key duties.

Partner Enablement and Support

A significant aspect of the role involves ensuring partners are well-equipped to sell Kiteworks solutions. This includes coordinating and delivering product, sales, and competitive training for partner sales engineers and account executives. The CAM will ensure partners maintain up-to-date certifications and messaging regarding Kiteworks' compliance features and competitive advantages. The role also serves as the primary point of escalation for partner deal support, RFP assistance, and commercial inquiries. Facilitating partner access to marketing development funds (MDF), co-marketing activities, and regional field events is also expected.

Market Intelligence and Strategy Contribution

The Channel Account Manager will provide valuable field intelligence to product and marketing teams regarding the competitive landscape, regulatory developments, and emerging customer requirements in the Middle East. Contributions to the regional channel strategy and partner tiering framework are expected. Tracking partner performance against agreed Key Performance Indicators (KPIs) and implementing corrective actions or investment strategies will be part of the role.

Qualifications and Experience

• A minimum of 5 years of experience in channel sales or partner management within enterprise software, cybersecurity, or SaaS.
• A demonstrated track record of meeting or exceeding channel bookings quotas in a multi-partner selling environment.
• Existing relationships with key VARs, MSSPs, or SIs operating in the Middle East region.
• A deep understanding of government procurement processes in the Middle East, including framework agreements and public tender requirements.
• Proficiency in using Salesforce CRM for pipeline management and forecasting.
• Excellent communication and executive presentation skills in English. Arabic language skills are considered a strong advantage.
• Must be based in the UAE or KSA, with a 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.
• A Bachelor's degree in Business, Computer Science, or a related field; an MBA is a plus.