Channel Account Manager - Middle East

About Kiteworks

Kiteworks provides a unified platform that helps organizations control, protect, and monitor sensitive data transfer within and beyond their enterprise. The platform integrates data governance, compliance automation, and AI-compliant content controls into a secure solution, enabling organizations to manage risk at scale while addressing complex regulatory and digital sovereignty challenges.

Role Overview

The Channel Account Manager (CAM) for the Middle East oversees developing and managing a high-performing network of reseller and system integrator partners across the GCC and the wider Middle East. This role covers the entire partner lifecycle from recruitment to onboarding, enablement, pipeline development, and joint selling, focusing on government, financial services, healthcare, and critical infrastructures where data governance and compliance are crucial. This individual contributor role balances strategic partnership development with direct sales pipeline management to achieve quotas.

Key Responsibilities

• Recruit, onboard, and develop relationships with value-added resellers, managed security service providers, and systems integrators aligned with key verticals in the Middle East.
• Create and execute collaborative business plans with top-tier partners, defining revenue goals, marketing commitments, and enablement targets.
• Establish and maintain high-level executive and technical ties to ensure Kiteworks is prominently featured in partner offerings.
• Manage and expand distributor partnerships to access additional reseller channels.
• Drive partner-generated and partner-assisted sales pipelines to meet or surpass quarterly and yearly booking objectives.
• Collaborate with internal sales teams for co-selling initiatives and clearly delineate responsibilities to ensure consistent client experiences.
• Identify new customer opportunities using partners' existing relationships in sectors like government, banking, and energy.
• Maintain accurate sales forecasts and update leadership regularly through CRM tools.
• Deliver product, sales, and competitive training to partner sales personnel, ensuring they remain certified and informed on Kiteworks solutions.
• Provide partner support for deal escalation, RFP responses, and commercial inquiries.
• Enable partners' access to marketing development funds, co-marketing tasks, and participate in regional events.
• Gather and share insights on market competition, regulatory changes, and client needs with internal product and marketing teams.
• Contribute to regional channel strategy and refine partner tiering approaches.
• Monitor partner KPIs and adjust strategies or investments accordingly.
• Adhere to secure data handling and compliance standards in all sales activities.

Candidate Profile

• Minimum of five years’ experience in channel sales or partner management within enterprise software, cybersecurity, or SaaS sectors.
• Proven success in meeting or exceeding sales quotas in complex, multi-partner environments.
• Existing robust relationships with key resellers, MSSPs, or system integrators in the region.
• Comprehensive knowledge of government procurement procedures throughout the Middle East, including public tender and framework agreements.
• Proficiency using Salesforce CRM for managing sales pipelines and forecasting.
• Strong English communication skills including executive presentations; Arabic proficiency is a considerable advantage.
• Resident in UAE or Saudi Arabia with readiness to travel up to 40% regionally.

Preferred Qualifications

• Experience in sales related to data security, compliance, content governance, or secure file transfer solutions.
• Understanding of Middle Eastern regulatory frameworks is beneficial.
• Familiarity with channel programs, deal registration, and marketing development fund management.
• Bachelor’s degree in Business, Computer Science, or related subject, with an MBA considered an asset.

Company Values

• Execution: Deliver consistent results with ownership and proactive problem-solving.
• Transparency: Maintain clear, open communication fostering trust and accountability.
• Integrity: Uphold ethical behavior and reliability in all actions.

Compensation and Benefits

• Annual base salary ranging between SAR 220,000 and 320,000, accompanied by uncapped commission based on partner-driven bookings; base pay varies with factors such as location, education, experience, and skills.
• Annual performance targets with accelerators for exceeding goals.
• Budget and support for regional travel and major industry events.
• Comprehensive benefit offerings.
• Opportunity to contribute to a fast-growing company guarding highly sensitive data worldwide.

Additional Information

• Kiteworks is an equal opportunity employer embracing diversity and inclusion regardless of age, ancestry, citizenship, gender identity, ethnicity, disability status, religion, or any legally protected status.
• Employment is contingent on passing security checks including background verification at hire and biannually thereafter.