Channel Manager

The Channel Manager is focused on the management and development of business with key local and global partners in the Saudi market. The Channel Manager is responsible for building and developing a well-trained and dedicated partner ecosystem that generates pipeline and revenue in addition to supporting the sales team in executing the fulfilment business.

Main Duties and Responsibilities

• Expand existing Quest footprint as well as drive new partner engagements to grow overall revenue.
• Build, agree and drive with the Alliance Partner the joint business plan and routes to and target markets.
• Define joint ownership of each go-to-market initiative with key executive sponsors from within the Partner and within Quest, particularly the functional groups such as Sales, Presales, and Professional Services.
• Understand the joint value propositions between the partners and be capable of evangelizing this internally within the alliance partner, within Quest, and externally to joint prospects and customers (in support of the Quest enterprise sales team objectives).
• Where necessary, manage the technical integration and implementation issues with joint propositions and customer engagements. It will not be necessary to have the skills to lead those engagements, but the job holder will have the necessary gravitas, confidence, and acumen to understand the issues and contribute significantly to the solution of any technical issues which affect the joint engagement plan. Ownership and accountability are key, as is overall leadership of key deals as deemed appropriate.
• Undertake quarterly reviews of the business plan against agreed targets with milestone metrics to track achievement and/or develop alternative strategies and tactics to bring the Alliance back onto the agreed plan.
• Establish and develop key Executive relationships between alliance partner and Quest executives locally and globally.
• As part of the agreed joint business plan, develop and agree on a marketing and enablement plan to support the go-to-market initiatives and, where applicable, uniquely branded partner solution offerings.
• Work with Partner and Quest marketing to capture and document joint end customer major opportunity success for internal use within the Alliance partner and Quest sales organization.
• Regularly review the Alliance Partners relationships with competitor products to ensure that those providing strong opportunities are highlighted internally for the purposes of product development and thereby increase share of the Alliance Partners portfolio.
• Establish trust between various Alliance and Quest colleagues in both sales, technical, marketing, and support functions to allow a successful network of relationships to develop at all levels between both parties.

Position Requirements

• Have a holistic view of the Partner Ecosystem in the region with strong focus on Saudi Arabia.
• Experience working with partners through account management, product management, program management, and business development engagements, as examples.
• Experience engaging and influencing C-level executives and strong familiarity with decision-making processes in enterprise customers.
• Experience presenting and articulating complex solutions including SaaS, Databases, Microsoft Platform and applications, and Cybersecurity Solutions.
• Demonstrated experience working with multiple stakeholders including direct and channel marketing, product management, and account management teams.
• Strong sales with a desire to coordinate field teams to develop and close high-profile deals.
• Prior experience working with Vendors, Distributors, Systems Integrators, and Consulting Companies to achieve sales.
• Experience working within the enterprise software solution industry is highly desired.
• Experience working in Saudi Arabia and Bahrain with partners and customers.
• Excellent communication and presentation skills, both written and verbal in Arabic and English.
• Willing to travel as required.
• Demonstrated ability to lead by example and motivate other team members.
• Technical acumen with the ability to present and sell technology products in a business context.
• Strong commercial and negotiation skills at the enterprise level.
• Timely, realistically conservative, and predictable sales forecasting.
• Excellent interpersonal and presentation skills.
• Ability to be independent and work on own initiative.
• Fluency in Arabic is mandatory.

Education

Bachelor’s degree in Sales and Marketing or any other related field.

Experience

At least 10 years of experience working with partners through account management, product management, program management, and business development engagements, as examples.