Channel Account Manager

About Kiteworks

Kiteworks is dedicated to enabling organizations to securely and compliantly exchange data across various channels such as email, file sharing, APIs, and AI agents. The company offers a platform that delivers robust data governance, compliance, and protection by controlling and monitoring every data transaction involving people, machines, and systems, supporting collaboration, automated workflows, and enterprise AI.

Role Overview

The Channel Account Manager (CAM) based in the Middle East is responsible for developing and accelerating a dynamic reseller and systems integrator partner network throughout the GCC and broader Middle East region. This role covers the entire partner lifecycle including recruitment, onboarding, enablement, pipeline creation, and joint selling, focusing on sectors like government, financial services, healthcare, and critical infrastructure where data governance and compliance are critical.

Key Responsibilities

• Identify and onboard new value-added resellers, managed security service providers, and systems integrators aligned with Kiteworks’ target sectors within the Middle East.
• Develop joint business strategies with Tier 1 and Tier 2 partners, setting quarterly revenue goals, marketing investments, and enablement benchmarks.
• Establish strong executive and technical relationships within partner organizations to prioritize Kiteworks within their offerings.
• Maintain and grow relationships with regional distributors to extend reach to sub-tier resellers.
• Lead partner-driven pipeline development to meet or exceed quarterly and annual sales targets.
• Collaborate closely with sales teams on co-selling opportunities, defining roles and ensuring seamless customer engagement.
• Identify new client opportunities by leveraging partners’ existing governmental, banking, and energy sector connections.
• Accurately update Salesforce CRM with partner pipeline forecasts and provide weekly reports to channel and regional management.
• Conduct product, sales, and competitive training for partners’ sales engineers and account executives.
• Ensure partners maintain current certifications, compliance messaging, and competitive product knowledge.
• Serve as the main escalation point for partner deal support including RFP assistance and commercial queries.
• Manage partner access to marketing development funds, co-marketing initiatives, and regional field events.
• Provide market intelligence on competition, regulatory trends, and customer needs to product and marketing teams.
• Contribute to regional channel strategy and partner tiering frameworks.
• Monitor partner performance against KPIs and implement corrective measures or increase investments as needed.
• Adhere to secure handling practices and data protection policies throughout all sales-related activities.

Qualifications & Experience

• Minimum of five years’ experience in channel sales or partner management within enterprise software, cybersecurity, or SaaS industries.
• Proven success in achieving or surpassing channel sales quotas in complex multi-partner environments.
• Established relationships with key value-added resellers, MSSPs, or system integrators across the Middle East.
• In-depth knowledge of governmental procurement procedures in the region, including framework agreements and tender protocols.
• Proficiency with Salesforce CRM for pipeline management and forecasting.
• Excellent communication and presentation skills in English; proficiency in Arabic is highly valued.
• Residency in the UAE or Saudi Arabia with readiness to travel regionally up to 40%.
• Preferred additional qualifications include experience with data security and compliance solutions, familiarity with Middle East regulations, experience managing channel programs and MDF governance, and a bachelor’s degree in Business, Computer Science, or related fields. An MBA is advantageous.

Company Values

• Execution: Dedicated to delivering consistent results through focus, initiative, and continuous improvement.
• Transparency: Maintain open communication fostering trust, accountability, and informed decision making.
• Integrity: Uphold honesty, responsibility, and reliability in all actions.

Compensation and Benefits

• Annual base salary ranging from AED 200,000 to 300,000, complemented by an uncapped commission linked to partner-sourced bookings. Salary levels depend on factors including experience, education, location, and skills.
• Incentives for exceeding sales quotas through accelerators.
• Budget allocation for regional travel and attendance at key industry events.
• Comprehensive benefits package.
• Opportunity to join an expanding mission-driven company focused on protecting sensitive global data.

Equal Opportunity and Inclusion

Kiteworks is committed to equal employment opportunities. All qualified candidates will be considered irrespective of personal attributes such as age, ancestry, citizenship, gender identity, genetic information, marital status, nationality, disability, political views, veteran status, race, religion, sex, sexual orientation, or any other characteristic protected by local laws.

Additional Requirements

Candidates must pass comprehensive background checks and security screenings applicable to Kiteworks, customers, and governmental standards upon hiring and biennially thereafter.