ОАЭChannel Sales Manager, Middle East
3 нед. назад
ОАЭMiddle
channel salespartner managementpipeline developmentstrategic planning
Responsible for scaling 's reach by developing and managing reseller partner networks to drive net new business and measurable growth.
О компании
- is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.
- We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation , more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and is at the center of it.
- You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million devices are deployed across 170+ countries.
Обязанности
- As a Channel Sales Manager , you'll be pivotal in scaling 's reach and impact by developing and managing a network of high-performing reseller partners. You'll be responsible for driving net new business through the channel—building pipeline and executing strategic plans that result in measurable growth.
- This individual contributor role requires strategic thinking and hands-on execution as you collaborate across sales, marketing, and partner teams to grow ’s presence in the Middle East.
- In this role, you’ll be at the heart of ’s mission, working hand-in-hand with our sales teams to drive growth and success with channel partners. You’ll be responsible for building pipeline and generating net new business through reseller partners while executing a best-in-class channel strategy. Here’s what you’ll own:
- Drive Net New Pipeline: Proactively identify and generate pipeline with net new end-user customers through strategic reseller partners . Collaborate closely with field sales teams to co-sell and close high-value opportunities.
- Execute Regional Channel Strategy: Develop and manage a focused partner business plan for your territory that aligns with ’s overall GTM objectives and quarterly sales targets.
- Empower Our Partners: Train and enable partner executives, sales teams, and technical stakeholders on ’s full product portfolio, programs, and campaigns to ensure deep engagement and capability across all levels.
- Collaborate Cross-Functionally: Work closely with ’s internal sales, marketing, and pre-sales teams to drive joint activities, including partner events, demand generation campaigns, and customer-facing initiatives.
- Lead with Insight: Conduct regular QBRs and ad-hoc business reviews with partners to align on priorities, track performance, celebrate wins, and identify opportunities for improvement.
- Strengthen the Channel Ecosystem: Influence partner sales teams to prioritize in key deals and business planning efforts. Leverage insights from the field to recommend improvements to ’s channel tools, incentives, and partner program offerings.
- Drive Awareness and Demand: Lead and participate in regional in-person and virtual events to grow ’s brand awareness, build community, and strengthen relationships with key partner contacts and stakeholders.
- Operate Strategically and Tactically: Own the full lifecycle of partner engagement in your region—from onboarding and enablement to pipeline development and revenue realization.
- This role requires regular travel, estimated to be more than 25% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration.
Требования
- Local to Dubai: Must reside in Dubai and be open to 50% travel as well as being present in our office from time to time (for example end of quarter Sales Kick Off meetings in London).
- Experience & Success: 7+ years of channel sales or partner management experience with a strong track record of building new business via Security Integrators or IT VAR partners, 5 years of which are managing the Middle East partner region. Ideally having worked with creating channels from inception or early stage development.
- Strategic & Creative Thinking: A process-driven approach, complemented by innovative thinking to create scalable, partner-focused initiatives.
- Relationship-Builder: Ability to influence and engage across all levels—from partner sales reps to executive leadership. Proven examples of working with C-Level within leading Partners in the Middle East. A strong network of partner contacts is expected.
- Technical Fluency: Comfortable navigating product discussions and sales operations. Proficiency in Salesforce, Excel, and business intelligence tools.
- Clear Communicator: Excellent presentation skills and the ability to engage at scale across Channel partners. Strong verbal and written communication skills with sharp attention to detail and a professional presence.
- Budget Management: Proven ability to leverage market development funds to drive accelerated revenue growth.
- Languages: Fluent in English and Arabic speaking would be a plus
Другое
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