Channel Sales Leader

About the Role of Channel Sales Leader

Honeywell (KSA) is seeking a Channel Sales Leader to drive its indirect go-to-market strategy and accelerate revenue growth for Building Management Systems. This full-time position is based in Riyadh and focuses on expanding the company's market footprint across Saudi Arabia.

Strategic Objectives and Scope

The primary mission of this role is to manage a high-performing team of 10 channel managers and partner specialists, aiming to deliver over $20M in annual turnover. The leader will scale the partner ecosystem and expand market presence through three strategic pillars: geographic expansion into Tier 2 and Tier 3 cities, penetration of untapped industry verticals, and expansion of the portfolio offering, including cloud and subscription services.

Core Responsibilities

• Scale market presence beyond main hubs into Tier 2 and Tier 3 cities across Saudi Arabia.
• Identify and penetrate untapped industry verticals such as Data Centers, Hospitality, Government, Healthcare, Oil & Gas, and Energy through specialized partner alignment.
• Drive partner enablement to upsell and cross-sell the full portfolio, ensuring adoption of new offerings and cloud/subscription services.
• Design and execute the annual channel business plan, aligning with regional macroeconomic trends and Vision 2030 initiatives.
• Direct, coach, and mentor a remote team of 10 channel managers and partner specialists based in Saudi Arabia.
• Establish clear KPIs, quotas, and development plans to maximize team productivity and retention.
• Build localized capabilities and support Saudization goals through targeted hiring and skills training.
• Manage executive-level relationships with tier-1 distributors, system integrators (SIs), and value-added resellers (VARs).
• Optimize the channel partner program structure, including tiered benefits, deal registration, and co-marketing funds (MDF).
• Mediate deal registration overlaps and channel conflicts neutrally to maintain ecosystem trust.

Required Qualifications and Experience

• Minimum of 8–10 years of experience in channel sales.
• At least 3–5 years of experience leading a sales team.
• Deep understanding of the Saudi Arabian market, local business culture, and regulatory frameworks.
• Proven track record in B2B technology ecosystems, including SaaS, Enterprise Software, Cloud, or IT Infrastructure.
• Demonstrated success in expanding geographic reach, launching new offerings, or entering new verticals.

Essential Skills

• Strong command over sales metrics, pipeline data, and market forecasting.

Work Environment and Location

This is a full-time role based in Riyadh, Saudi Arabia. The position involves leading a remote team of 10 channel managers and partner specialists distributed across Saudi Arabia.