Lead - Channel Sales

Role Overview

We are seeking a seasoned MEA Channel Manager to build, manage, and scale enterprise-focused channel partnerships across the Middle East and Africa. This role will own relationships with large distributors, MSPs and strategic enterprise partners, driving partner-led pipeline and revenue for complex, multi-stakeholder EX/CX deals.

The ideal candidate has strong experience navigating long sales cycles, enterprise procurement environments, and C-level partner engagements. Prior exposure to Middle East and Africa enterprise markets is a strong advantage.

Key Responsibilities

• Strategically manage and expand enterprise-grade channel partnerships across the MEA region, with a strong focus on large SIs and strategic partners.
• Drive partner-led enterprise revenue growth by influencing solution positioning, deal qualification, and joint pursuit strategies.
• Build and execute joint business plans (JBPs) with key partners, aligning on target accounts, vertical priorities, and revenue goals.
• Increase partner mindshare through deep enablement on EX/CX solutions, enterprise use cases, and industry-specific value propositions.
• Collaborate closely with regional enterprise sales leaders, solution consultants, and cross-functional teams to support complex deal cycles.
• Establish and maintain executive-level relationships to ensure strategic alignment and long-term partnership success.
• Drive partner program enhancements tailored to enterprise motions, including incentive models, certification paths, and co-investment strategies.
• Lead regular QBRs, pipeline reviews, and forecast governance with strategic partners.
• Continuously refine channel strategy based on enterprise market trends, competitive landscape, and partner feedback.Qualifications

Required Qualifications

• 7-8 years of experience in Channel Sales, Alliances, or Partner Management roles, with a strong enterprise sales orientation.
• Proven experience working with SIs, Distributors, or enterprise-focused partners.
• Demonstrated success supporting complex, multi-country, multi-stakeholder deal cycles.
• Strong understanding of enterprise buying processes, including RFPs, compliance, and procurement.
• Ability to engage credibly with senior partner leadership and enterprise customer stakeholders.
• Excellent communication, negotiation, and stakeholder management skills.
• Comfortable operating in a matrixed, high-growth SaaS or enterprise technology environment.

Preferred / Added Advantage

• Prior experience managing enterprise channel partnerships across the Middle East and/or Africa.
• Experience with tier-2 distribution models supporting enterprise SI motions.
• Background in EX/CX, SaaS, or enterprise software platforms.
• Experience driving practice-building initiatives within SI partners.