Channel Manager📣 Job Ad

About the Role

Midis Group is seeking a Channel Manager to join our team in Riyadh, Saudi Arabia. This full-time role is focused on the management and development of business for a global vendor software company, working with key local and global partners within the Saudi market.

Role Purpose

The primary objective of this position is to build and develop a robust, well-trained, and dedicated partner ecosystem. This ecosystem will be instrumental in generating pipeline and revenue, while also providing essential support to the sales team in executing fulfillment business operations.

Key Responsibilities

• Expand existing market footprint and drive new partner engagements to achieve overall revenue growth.
• Build, agree upon, and drive joint business plans and routes to target markets with Alliance Partners.
• Define joint ownership for go-to-market initiatives with key executive sponsors from partners and internal functional groups such as Sales, Presales, and Professional Services.
• Understand and evangelize joint value propositions between partners internally, within the company, and externally to joint prospects and customers, supporting enterprise sales team objectives.
• Manage technical integration and implementation issues related to joint propositions and customer engagements, demonstrating ownership, accountability, and leadership in key deals.
• Undertake quarterly reviews of business plans against agreed targets, tracking achievement with milestone metrics and developing alternative strategies if needed.
• Establish and develop key executive relationships between alliance partners and company executives, both locally and globally.
• Develop and agree on marketing and enablement plans to support go-to-market initiatives and uniquely branded partner solution offerings as part of joint business plans.
• Collaborate with Partner and company marketing to capture and document major end-customer opportunity successes for internal use.
• Regularly review Alliance Partners' relationships with competitor products to highlight strong opportunities for internal product development, increasing portfolio share.
• Establish trust between various Alliance and company colleagues across sales, technical, marketing, and support functions to foster a successful network of relationships.

Required Qualifications and Experience

• 5-10 years of experience working with partners through account management, product management, program management, or business development engagements.
• Holistic view of the Partner Ecosystem in the region, with a strong focus on Saudi Arabia.
• Demonstrated experience working with Vendors, Distributors, Systems Integrators, and Consulting Companies to achieve sales.
• Experience engaging and influencing C-level executives, with strong familiarity with decision-making processes in enterprise customers.
• Prior experience working within the enterprise software solution industry is highly desired.
• Experience working in Saudi Arabia and Bahrain with partners and customers.
• Demonstrated experience working with multiple stakeholders, including direct and channel marketing, product management, and account management teams.

Skills and Attributes

• Strong sales acumen with a desire to coordinate field teams to develop and close high-profile deals.
• Ability to present and articulate complex solutions, including SaaS, Databases, Microsoft Platform and applications, and Cybersecurity Solutions.
• Technical acumen with the ability to present and sell technology products in a business context.
• Strong commercial and negotiation skills at an enterprise level.
• Demonstrated ability to lead by example and motivate other team members.
• Timely, realistically conservative, and predictable sales forecasting.
• Ability to work independently and on own initiative.
• Willingness to travel as required.

Education

A Bachelor’s degree in Sales and Marketing or any other related field is required.