Senior Channel & Alliances Manager - Cybersecurity | KSA & GCC

COGNNA is seeking a Senior Channel & Alliances Manager to own, build, and scale our partner ecosystem across Saudi Arabia and the GCC. The role is responsible for recruiting, qualifying, activating, and managing partners across Referral, Reseller, Distributor, MSSP, Cloud Marketplace, and Strategic Alliance models.

The successful candidate will own partner onboarding, enablement, deal registration, joint pipeline generation, performance tracking, and regional expansion. The role requires strong commercial ownership, structured planning, clear understanding of partner business models, and the ability to generate measurable partner-sourced pipeline and revenue.

The ideal candidate is a hands‑on channel professional who can lead partner relationships independently, work cross‑functionally with Sales, Marketing, Product, Presales, and Customer Success, and operate with strong CRM/PRM discipline.

• Own the partner strategy for Saudi Arabia and GCC, including partner segmentation, Ideal Partner Profile, partner tiers, incentives, activation plans, and quarterly targets.
• Build clear partner business plans covering target partner types, target markets, expected pipeline, joint activities, enablement needs, revenue contribution, timeline, and ownership.
• Lead the partner agenda without waiting for others to drive direction or follow‑up.

• Identify, qualify, and recruit high‑potential partners across MSSPs, cybersecurity resellers, system integrators, value‑added distributors, cloud partners, compliance advisory firms, and referral partners.
• Evaluate partners based on market reach, customer base, cybersecurity capability, commercial maturity, commitment level, and ability to generate revenue.
• Build a qualified partner funnel and maintain clear visibility of partner recruitment status.

• Define and manage the correct partner model for each relationship:
  Referral, Reseller, MSSP, Distributor, Strategic Alliance, or Cloud Marketplace.
• Ensure every partner understands the commercial model, incentive structure, discount rules, deal registration process, ownership model, responsibilities, and escalation path.
• Avoid confusion between customer programs, referral incentives, reseller discounts, renewal credits, and partner compensation models.

• Lead onboarding and enablement for signed partners, including COGNNA positioning, sales pitch, technical overview, PRM/CRM process, deal registration, qualification rules, proposal flow, co‑selling motion, and marketing assets.
• Train partner sales and technical teams to position COGNNA solutions confidently and qualify opportunities correctly.
• Measure enablement success based on partner activation and pipeline generation, not training activity alone.

• Drive measurable partner‑sourced and partner‑influenced pipeline through joint account mapping, target customer lists, co‑selling plans, partner campaigns, webinars, round tables, and registered opportunities.
• Support partners in qualifying opportunities and moving them into the CRM pipeline with accurate attribution.
• Follow up on partner‑sourced leads and ensure opportunities progress with clear next steps.

• Build and execute a regional partner expansion plan across priority GCC markets including UAE, Qatar, Bahrain, and Kuwait.
• Identify the right partners, validate market readiness, understand regulatory and compliance drivers, and build a repeatable expansion model.
• Support regional co‑selling and market‑entry motions with selected anchor partners.

• Own partner data quality in CRM and PRM systems.
• Ensure partner accounts, registered deals, pipeline attribution, activities, follow‑ups, and reports are accurate and updated.
• Create weekly visibility on partner status, pipeline, risks, blockers, and required actions.

• Work closely with Sales, Marketing, Product, Presales, and Customer Success to remove blockers and improve partner success.
• Coordinate partner campaigns, events, enablement sessions, and product feedback…