Main Duties and Responsibilities
Channel Strategy & Revenue Growth
- Develop and execute the regional channel business plan across KSA and Middle East.
- Define and implement market coverage strategy with focus partners.
- Expand routes to market and grow indirect revenue streams.
- Manage and track KPIs, pipeline targets, certifications, and revenue goals.
Partner Development & Enablement
- Build and maintain strategic relationships with system integrators, VARs, and alliances.
- Develop joint business plans and GTM initiatives with partners.
- Drive partner onboarding, enablement, and certification programs.
- Establish capacity plans to ensure delivery excellence and scalability.
Sales Alignment & Opportunity Management
- Collaborate closely with field sales to identify, recruit, and activate partners.
- Support targeted account mapping and strategic opportunity planning.
- Manage deal registration, forecasting, and conflict resolution.
- Identify new sales opportunities through the partner network and support pipeline progression.
Executive Engagement & Governance
- Build executive-level relationships within partner organizations.
- Conduct quarterly business reviews and territory performance assessments.
- Lead operating cadence for business planning, deal reviews, and performance tracking.
Position Requirements
Education
Bachelor s degree in Sales and Marketing or any other related field.
Experience
- 10+ years of experience in Channel Management, Partner Sales, or enterprise B2B technology sales.
- Proven success managing partner ecosystems in KSA Region.
- Strong understanding of enterprise IT, cybersecurity, and identity solutions.
- Experience driving partner performance, pipeline growth, and process optimization.
- Strong communication, negotiation, and stakeholder management skills.
- Cultural awareness and ability to operate effectively across KSA market.
- Willingness to travel across the region (40 50%).
The Channel Executive will develop and execute a regional partner strategy aligned with One Identity s go-to-market (GTM) objectives. Acting as a key liaison between internal sales teams and partner organizations, you will ensure alignment on pipeline development, enablement, marketing initiatives, and revenue execution.This role requires a proactive, results-driven leader with entrepreneurial mindset, strong executive presence, and excellent communication skills. You must operate independently while collaborating effectively across cross-functional teams.
