Channel Account Manager

🔥 0 minutes ago

🌐 United Arab Emirates (UAE), Saudi Arabia – Remote

🇦🇪 United Arab Emirates (UAE) – Remote 🇸🇦 Saudi Arabia – Remote

💵 د.إ200k - د.إ300k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

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Kiteworks

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1999

🔐 Security

📋 Compliance

🏢 Enterprise

💰 $456M Private Equity Round - Kiteworks on 2024-08

Security • Compliance • Enterprise

Kiteworks is a secure, compliance-focused data exchange and governance platform that consolidates email protection, file sharing and collaboration, managed file transfer (MFT), SFTP, secure web forms, and AI-agent access under a single control plane. Delivered as a single-tenant virtual appliance (with on-prem and hybrid deployment options), Kiteworks enforces strong identity (SAML/MFA/certificates), ABAC/RBAC policy decisions, FIPS 140-3 validated encryption (TLS 1. 3 in transit, AES-256 at rest), immutable audit logs, and SIEM integration to support regulatory compliance across frameworks like FedRAMP, HIPAA, GDPR, PCI-DSS, and CMMC. The platform targets enterprise customers and emphasizes data sovereignty, secure automation for AI agents, and auditor-ready reporting for regulated industries.

📋 Description

• Identify, recruit, and onboard VARs, MSSPs, and systems integrators aligned to Kiteworks' target verticals in the Middle East region • Develop and execute joint business plans with Tier 1 and Tier 2 partners, including revenue targets, marketing investment, and enablement milestones • Build executive and technical relationships within partner organizations • Manage and grow relationships with regional distributors • Own and drive partner-sourced and partner-influenced pipeline to meet or exceed bookings quotas • Collaborate with sales counterparts on co-selling opportunities • Identify and develop new logo opportunities through partner-led outreach • Forecast partner pipeline in Salesforce CRM and provide weekly updates to channel and regional leadership • Coordinate and deliver product, sales, and competitive training for partner sales engineers and account executives • Ensure partners are current on Kiteworks certifications, compliance messaging, and competitive differentiators • Support partner deal escalations, RFP assistance, and commercial queries • Facilitate partner access to MDF, co-marketing activities, and regional field events • Provide competitive, regulatory, and customer-requirement intelligence to product and marketing teams • Contribute to regional channel strategy and partner tiering • Track partner performance against KPIs and take corrective action or investment • Protect customer and prospect data through secure handling practices and compliance with data protection policies

🎯 Requirements

• 5+ years of channel sales or partner management experience in enterprise software, cybersecurity, or SaaS • Track record of meeting or exceeding channel bookings quotas in complex, multi-partner selling environments • Existing relationships with VARs, MSSPs, or systems integrators across the region • Deep understanding of Middle East government procurement, framework agreements, and public tenders • Proficiency with Salesforce CRM for pipeline management and forecasting • Excellent communication and executive presentation skills in English • Based in the UAE or KSA • Willingness to travel regionally up to 40% • Ability to meet Kiteworks, customer, and/or government security screening requirements • Must pass the Kiteworks background check upon hire/transfer and every two years thereafter • Arabic language skills are a strong advantage • Experience selling data security, content governance, compliance, or secure file transfer solutions is nice to have • Familiarity with Middle East regulatory frameworks is nice to have • Experience with channel programs, deal registration management, and MDF governance is nice to have • Bachelor's degree in Business, Computer Science, or a related field is nice to have; MBA is a plus

🏖️ Benefits

• Uncapped commission structure tied to partner-sourced bookings • Annual quota with accelerators for over-attainment • Regional travel budget and support for key industry events • Comprehensive benefits package • Opportunity to be part of a high-growth, mission-driven company protecting the world's most sensitive data