Channel Account Manager

The Kiteworks platform provides organizations with a unified control plane that governs, protects, and tracks all sensitive data moving within, into, and out of the enterprise. By consolidating data governance, compliance automation, and AI-ready content controls into a single hardened platform, Kiteworks enables organizations to manage risk at scale and meet the demands of an increasingly complex regulatory and digital sovereignty landscape.

The Channel Account Manager (CAM) for the Middle East is responsible for building, enabling, and accelerating a high-performing reseller and systems integrator partner ecosystem across the GCC and broader Middle East region. The CAM owns the full partner lifecycle — from recruitment and onboarding through enablement, pipeline development, and co-selling — with a focus on government, financial services, healthcare, and critical infrastructure verticals where data governance, digital sovereignty, and AI-era compliance are of paramount importance.

This is an individual contributor quota-carrying role that sits at the intersection of channel strategy and field sales execution. Success requires a balance of strategic partner development and hands‑on pipeline management.

• Identify, recruit, and onboard new value‑added resellers (VARs), managed security service providers (MSSPs), and systems integrators aligned to Kiteworks’ target verticals in the ME region.
• Develop and execute joint business plans with Tier 1 and Tier 2 partners, including quarterly revenue targets, marketing investment, and enablement milestones.
• Build deep executive and technical relationships within partner organizations to ensure Kiteworks is a prioritized vendor in partner portfolios.
• Manage and grow relationships with regional distributors to extend reach into sub‑tier resellers.
• Own and drive partner‑sourced and partner‑influenced pipeline to meet or exceed quarterly and annual bookings quotas.
• Work collaboratively with sales counterparts on co‑selling opportunities, clearly defining roles and ensuring a consistent customer experience.
• Identify and develop new logo opportunities through partner‑led outreach, leveraging partners’ existing customer relationships in government, banking, and energy sectors.
• Accurately forecast partner pipeline within Salesforce CRM and provide weekly updates to channel and regional leadership.
• Coordinate and deliver product, sales, and competitive training for partner sales engineers and account executives.
• Ensure partners are current on Kiteworks certifications, compliance messaging and key differentiators against competitors.
• Act as the primary point of escalation for partner deal support, RFP assistance, and commercial queries.
• Facilitate partner access to Kiteworks marketing development funds (MDF), co‑marketing activities, and regional field events.
• Provide field intelligence on competitive landscape, regulatory developments and emerging customer requirements to product and marketing teams.
• Contribute to the regional channel strategy and partner tiering framework.
• Track partner performance against agreed KPIs and take corrective action or investment.
• Protect customer and prospect data by following secure handling practices and ensuring compliance with data protection policies during all sales activities.

• 5+ years of channel sales or partner management experience in enterprise software, cybersecurity, or SaaS.
• Demonstrated track record of meeting or exceeding channel bookings quotas in a complex, multi‑partner selling environment.
• Strong existing relationships with key VARs, MSSPs, or SIs operating across the region.
• Deep understanding of government procurement processes across the Middle East, including framework agreements and public tender requirements.
• Proficiency with Salesforce CRM for pipeline management and forecasting.
• Excellent communication and executive presentation skills in English;
  Arabic language skills are a strong advantage.
• Based in the UAE or KSA, with willingness to travel regionally up to 40%.

• Experience selling data security, content governance, compliance, or secure file transfer solutions.
• Famili…