Channel Sales Manager (Arabic Speaker)

About SAT Microsystems

SAT Microsystems stands as a premier IT service provider, delivering innovative solutions to streamline business operations and reduce expenses for organizations spanning Saudi Arabia, UAE, and eight additional countries. With a strong global clientele, the company excels in Managed IT Services, Cybersecurity (SOC), Robotic Process Automation (RPA), Cloud Services, and IoT Solutions. Their expertise extends to IT Infrastructure, Database and Application Services, and Business Process Outsourcing, empowering businesses to adopt state-of-the-art technology. Committed to driving digital transformation, SAT Microsystems offers incomparable support to its partners.

Key Responsibilities

• Recruit and onboard resellers, VARs, and system integrators to broaden market outreach.
• Assess potential partners based on capabilities, sector presence, customer base, and readiness for execution.
• Implement partner activation initiatives to secure initial opportunities and transactions within established ramp-up periods.
• Maintain a current partner recruitment pipeline and monitor onboarding status within CRM tools.
• Achieve channel revenue targets with consistent quarterly growth driven by partners.
• Develop and manage a partner-driven sales pipeline to ensure effective coverage and reliable forecast outcomes.
• Assist partners with opportunity qualification, solution positioning, pricing strategies, and deal finalization.
• Ensure robust gross margins through disciplined pricing and deal governance.
• Collaborate with partners to grow wallet share, increase deal sizes, and encourage repeat business.
• Strengthen relationships with active partners to enhance engagement, loyalty, and channel performance.
• Create Joint Business Plans that include targets, focus solutions, and execution strategies.
• Conduct regular performance evaluations covering pipeline status, win/loss analysis, conversion metrics, and next steps.
• Mitigate channel conflicts by establishing clear partner engagement protocols and enforcing opportunity registration rules.
• Deliver partner enablement through product training, sales tools, pitch assistance, and competitive positioning.
• Organize partner campaigns such as webinars, workshops, and promotional activities to drive demand and generate leads.
• Coordinate internally with sales, marketing, and product teams to supply partners with necessary resources.
• Liaise with vendors to synchronize incentives, partner programs, and enablement efforts.
• Maintain accurate CRM records for opportunity tracking, partner accounts, and forecast upkeep.
• Monitor partner KPIs and provide comprehensive reports on revenue, pipeline progression, activation milestones, and productivity.
• Proactively identify risks including pipeline shortfalls and low partner activity, and implement swift corrective measures.

Performance Metrics

• Attainment of defined channel revenue objectives.
• Number of newly onboarded and activated partners with initial transactions.
• Partner-generated pipeline volume and conversion effectiveness.
• Revenue growth both from existing partners and per-partner increase.
• Accuracy of sales forecasting and adherence to CRM standards.
• Partner retention rates and engagement levels among revenue-contributing partners.

Required Qualifications and Experience

• Bachelor's degree in Business, Marketing, or related discipline; MBA considered advantageous.
• Minimum of three years' experience in channel sales, partner recruitment, or indirect sales roles.
• Proven track record in developing reseller relationships and consistently delivering partner-driven revenue.
• Deep understanding of channel sales dynamics including distribution to resellers/VARs, channel economics, margins, incentives, and deal support.
• Exceptional negotiation, presentation, and relationship-building skills.
• Familiarity with CRM systems and strict sales reporting practices.

Preferred Technical Knowledge

• Experience with IT infrastructure solutions, network monitoring technologies, and service management platforms.
• Knowledge of IT Service Management principles, ITSM platforms, and ticketing systems.
• Insight into Middle Eastern channel sales dynamics, particularly within Saudi Arabia.

Desirable Traits

• Background in IT distribution and enterprise software/hardware channel sales.
• Analytical approach towards managing sales pipelines and boosting partner performance.
• Self-motivated and capable of independent work, while effectively collaborating with diverse teams.