Senior Channel & Alliances Manager - Cybersecurity

What You’ll Do

Channel Strategy & Partner Ownership:
Own the partner strategy for Saudi Arabia and GCC, including partner segmentation, ideal partner profiles, 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 partner agenda proactively.

Partner Recruitment &

Qualification:

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 revenue generation. Maintain partner recruitment status and visibility.

Partner Business Model Management:
Define and manage the correct partner model for each relationship (Referral, Reseller, MSSP, Distributor, Strategic Alliance, Cloud Marketplace). Ensure every partner understands the commercial model, incentive structure, discount rules, deal registration process, ownership model, responsibilities, and escalation path.

Partner Onboarding & Enablement:
Lead onboarding and enablement for signed partners, including product positioning, sales pitch, technical overview, PRM/CRM processes, deal registration, qualification rules, proposal flow, co‑selling motion, and marketing assets. Train partner teams and measure enablement success via partner activation and pipeline generation.

Partner Pipeline Generation:
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, moving them into CRM pipeline, and following up on leads.

Regional Expansion:
Build and execute regional partner expansion plan across priority GCC markets (UAE, Qatar, Bahrain, Kuwait). Identify partners, validate market readiness, understand regulatory and compliance drivers, and build a repeatable expansion model. Support regional co‑selling and market‑entry motions with anchor partners.

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

Cross‑Functional Leadership:
Work closely with Sales, Marketing, Product, Presales, and Customer Success to remove blockers, improve partner success, coordinate campaigns, events, enablement sessions, and product feedback loops. Operate with ownership, clear communication, and structured follow‑through.

Performance Reporting:
Prepare weekly and monthly partner performance reports covering new partners recruited, partners activated, leads, SQLs, pipeline, partner‑influenced revenue, closed‑won deals, engagement status, risks, and actions. Use data to recommend improvements.

5+ years in channel sales, alliances, partner management, partner development, or partner business development.

2+ years in cybersecurity, cloud, SaaS, managed services, or enterprise technology.

Proven experience managing partners in Saudi Arabia and/or GCC markets.

Direct ownership of partner‑sourced pipeline, partner revenue targets, or partner activation targets.

Clear understanding of partner models (Referral, Reseller, Distributor, MSSP, Strategic Alliance, Cloud Marketplace).

Ability to build structured partner plans, partner scorecards, activation frameworks, QBRs, and weekly performance reports.

Strong CRM/PRM discipline using Hub Spot, Salesforce, Kiflo, Partner Stack, Impartner, or similar tools.

Strong Arabic and English communication skills, written and spoken.

Ability to present and train partner sales and technical teams confidently.

Willingness to travel across Saudi Arabia and GCC for partner meetings, enablement, and events.

Comfortable discussing cybersecurity concepts such as SOC, MDR, SIEM, XDR, threat…