Channel Development Manager

About the Role

We are looking for a seasoned Channel Development Manager to spearhead our channel expansion efforts, recruit and nurture partners, and optimize channel performance across the organization. This role focuses on identifying new channel opportunities, forging strategic partnerships, enhancing partner capabilities, and driving revenue growth via an effective indirect sales network.

Key Responsibilities

• Devise and execute channel growth strategies, partner expansion plans, territorial growth initiatives, and go-to-market campaigns aligned with company goals.
• Source, onboard, and develop value-added resellers, distributors, system integrators, strategic partners, and other indirect sales channels.
• Establish and sustain strong partner relationships to maximize revenue potential, increase market coverage, and ensure long-term success.
• Collaborate cross-functionally with Sales, Marketing, Product Management, Customer Success, Operations, Finance, Legal, and Executive Leadership to advance channel programs and support partners.
• Create joint business plans, sales enablement materials, co-marketing efforts, partner incentive schemes, training programs, and performance enhancement initiatives.
• Track channel KPIs such as revenue, partner pipeline, productivity, market penetration, customer acquisition and retention, sales growth, and ROI.
• Conduct performance reviews, business planning, territory evaluations, and market analysis to spot growth opportunities and maximize channel efficiency.
• Negotiate channel contracts, commercial terms, pricing, rebates, incentives, and ensure alignment with company policies.
• Support partners with product training, sales coaching, technical enablement, marketing resources, and ongoing relationship management.
• Champion digital transformation utilizing CRM, PRM, sales automation, AI-driven analytics, and data-oriented channel management.
• Leverage Microsoft Office, Power BI, sales analytics, project management, and BI platforms to monitor performance and generate actionable insights.
• Prepare reports, forecasts, dashboards, business reviews and strategic guidance for senior leadership.
• Represent the organization at partner events, customer meetings, trade fairs, industry conferences, and networking occasions to boost brand presence and channel opportunities.
• Lead, mentor, and develop channel account managers and partner success teams, promoting collaboration, accountability, innovation, and continuous improvement.

Requirements

• Bachelor's degree in Business Administration, Marketing, Sales, Management, Commerce, IT or a related field.
• Master's degree (MBA preferred) or certifications in Sales Management, Channel Management, Business Development, Strategic Partnerships, Project Management (PMP) advantageous.
• At least 5 years in channel development, sales, partner management, business development, or account management roles.
• Minimum 2 years managing channel partners, reseller networks, distributor programs or indirect sales initiatives desirable.
• Strong knowledge of channel sales models, partner ecosystems, indirect sales strategies, territory management, go-to-market planning, contract negotiation, and partner enablement.
• Experience with CRM (Salesforce, Microsoft Dynamics 365, HubSpot), PRM platforms, Microsoft Office, Power BI, and sales analytics tools.
• Familiarity with cloud technologies, SaaS sales, distribution networks, digital marketplaces, AI-powered sales analytics, channel marketing and partner incentives is an advantage.
• Excellent leadership, communication, presentation, negotiation, relationship management, analytical, organizational, and problem-solving skillset.
• Ability to manage several channel development projects balancing partner success, revenue growth, compliance, budgets, and company goals.
• Capable of working independently and effectively in remote or hybrid settings with flexibility for travel to partner meetings, customer visits, industry events as necessary.

What We Offer

• Flexible opportunities for remote or hybrid work within the UAE.
• Competitive salary package.
• Growth prospects in professional development and channel leadership.
• Involvement in strategic partnerships, digital sales transformation, AI-driven analytics, and global channel ecosystems.
• A culture encouraging innovation, accountability, customer success, and continuous improvement.
• Chance to build high-performing channel networks that accelerate market expansion, strengthen partner relations, and ensure sustainable business growth.