Senior Channel & Alliances Manager - Cybersecurity | KSA & GCC
On-site · Riyadh, Riyadh Region, Saudi Arabia
Job Summary
Senior Channel & Alliances Manager to own partner ecosystem in Saudi Arabia and GCC; recruit, qualify, activate, and manage partners across MSSP, cybersecurity resellers, system integrators, value-added distributors, cloud partners, compliance advisory firms, and referral partners. Own onboarding, enablement, deal registration, joint pipeline generation, performance tracking, and regional expansion with strong CRM/PRM discipline. Lead partner strategy, business planning, and quarterly targets; build partner plans covering target partner types, markets, pipeline, enablement needs, revenue contribution, and ownership. Identify, qualify, and recruit high-potential partners; evaluate based on market reach, cybersecurity capability, commercial maturity, and revenue potential; manage partner models (Referral, Reseller, MSSP, Distributor, Strategic Alliance, Cloud Marketplace). Train and enable partner sales/technical teams; measure enablement success through activation and pipeline. Drive partner-sourced and partner-influenced pipeline through joint account mapping, target lists, co-selling plans, campaigns, and registered opportunities. Regional expansion across GCC markets (UAE, Qatar, Bahrain, Kuwait) with regulatory/compliance awareness. Maintain CRM/PRM data quality and provide weekly visibility on status, pipeline, risks, blockers, and actions. Collaborate cross-functionally with Sales, Marketing, Product, Presales, and Customer Success; coordinate campaigns, events, enablement sessions, and product feedback loops. Prepare weekly/monthly partner performance reports and use data to improve the program. Requires travel within Saudi Arabia and GCC; comfortable discussing cybersecurity concepts including SOC, MDR, SIEM, XDR, threat intelligence, incident response, compliance, and cloud security; strong ownership mindset and responsiveness to feedback.
Required Qualifications
- 5+ years of experience in channel sales, alliances, partner management, partner development, or partner business development
- 2+ years of experience 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 including Referral, Reseller, Distributor, MSSP, Strategic Alliance, and Cloud Marketplace
- Ability to build structured partner plans, partner scorecards, activation frameworks, QBRs, and weekly performance reports
- Strong CRM/PRM discipline using HubSpot, Salesforce, Kiflo, PartnerStack, Impartner, or similar tools
- Strong Arabic and English communication skills, written and spoken
- Ability to present and train partner sales and technical teams confidently
- Ability and 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 intelligence, threat hunting, incident response, compliance, and cloud security
- Strong ownership mindset, accountability, and ability to accept feedback and act on it quickly
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