Channel Manager

The Channel Manager is accountable for developing the sales strategy while driving the recruitment of partners, overseeing account profiles and planning a growing market share through set targets. S/He monitors competitors’ activities, deals with resellers and coordinates with the marketing team on channel activities and programs.

• Define and implement the channel strategy and roadmap of the assigned service/product’s line in alignment with the management
• Lead the partners’ relations in alignment with the company’s management and strategy
• Develop and maintain relationships with new and existing channels/clients to expand sales in the assigned territory
• Build and maintain a solid channel/customer database, analyze data and develop metrics evaluating loyalty and new opportunities
• Specify market requirements for current and future services/products by conducting market research supported by on-going visits to existing and potential customersv
• Execute and supervise the entire sales cycle from quotation to collection
• Track credit and/or payment performance, review outstanding settlements and manage resolutions accordingly
• Generate sales for the entire service/product line in terms of long-term revenue and profitability
• Secure the highest level of engagement and support to channel partners and respond to issues and/or queries in order to efficiently meet customers’ needs
• Develop and deliver accurate sales forecasts and market development reports in line with business objectives
• Promote the service(s)/product(s) and the company within the region
• Oversee the implementation of targeted programs and marketing activities, monitor progress and raise recommendations as and when necessary
• Put available systems into practice (salesforce.com CRM for leads, opportunity and deal registration management) for output efficiency and standardization

Bachelor’s degree in Sales and Marketing or any other related field.

• Minimum 5 years of experience in a Channel Manager or similar role within an IT distributor, vendor, or value-added reseller (VAD).
• Proven experience in developing and managing a channel partner ecosystem, including recruiting, enabling, and growing reseller and system integrator partners.
• Strong experience with Riverbed, Oracle, or Schneider Electric products. Experience with similar enterprise vendors such as Juniper, Cisco, or similar solutions will also be considered.
• Well-established channel network within the UAE market, with existing relationships across partners, resellers, and system integrators.
• GCC market experience is highly preferred and will be considered an added advantage.
• Strong business development, partner management, and account growth capabilities, with a proven track record of achieving sales targets.
• Excellent communication, negotiation, and stakeholder management skills.

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