Experience: 5 to 12 Years
Eligibility / Requirements
- Overall: 5 - 12 years of total enterprise sales experience, including prior direct sales success in relevant domains.
- Including: 3 - 5 years of Channel / Alliance ecosystem management experience throughout the entire partner lifecycle (recruit > Onboard > Enable > Co-sell > Scale).
- Prior experience with a Cybersecurity, GRC, or enterprise SaaS startup required.
- Proven success carrying and achieving annual quotas exceeding US $5M
- Demonstrated ability to build partner-sourced pipeline and associated ARR in greenfield or whitespace territories.
- Effective forecasting and pipeline governance.
- Experience building and executing effective joint business/GTM plans, campaigns/events, & QBR's
- Existing partner relationships across MEA.
- Measures of success: Partner-sourced pipeline & ARR, influenced ARR, Partner Activation, Deal Registrations, MQL/SQL and related conversions, & overall ecosystem health.
- Strong commercial acumen with experience supporting complex, multi-stakeholder enterprise deals.
- Working knowledge of GRC, cybersecurity, and AI-enabled enterprise platforms.
- Ability and willingness to travel up to 50%
- General Qualities: Honesty, Integrity, Mission-orientation, Empathetic, and Accountability.
- Hands-on CRM tools experience.
bout the Role
The Regional Channel / Alliances Manager MEA will be responsible for building and scaling a high-impact partner ecosystem across the Middle East and Africa. This role focuses on recruiting, enabling, and driving revenue through regional and global partners while expanding our footprint in whitespace markets where brand awareness and pipeline are still emerging. This individual will act as the regional partner evangelist and will work closely with Direct Sales, Marketing, Product, and Customer Success teams to exceed revenue targets and establish our company as a trusted GRC platform across all regulated industries within the region.
Key Responsibilities
- Define and execute the MEA channel and alliances strategy aligned to regional revenue targets.
- Recruit, onboard, and enable partners including:
- National & Regional VARs
- Global and regional System Integrators (SIs)
- GRC & Cybersecurity-focused VARs and MSSPs
- Advisory and consulting firms with GRC, risk, and compliance practices
- Technology and Platform Alliances
- Leverage existing regional partner relationships to rapidly generate pipeline and ARR.
- Develop new partner-led revenue streams in whitespace and underpenetrated markets (e.g., GCC expansion, Africa growth markets).
- Drive partner-sourced and partner-influenced enterprise opportunities.
- Collaborate with direct sales teams on joint account planning, co-selling, and deal execution.
- Apply structured sales methodologies (MEDDIC/MEDDPICCR, Solution Selling, SPIN, CoM) to partner-led deals.
- Co-sell Execution account mapping, deal strategy, field alignment, & profitability.
- Operations forecasting rigor, pipeline & opportunity hygiene, communication, & reporting.
- Represent the company at regional partner events, executive briefings, and industry conferences.
- Provide regional market feedback to leadership and product teams.
Localized Partner Profile (MEA) - Ideal Partners Include
- Large regional SIs and consultancies serving government, financial services, energy, telecom, and large enterprises
- Cybersecurity and risk advisory firms with existing GRC practices
- MSSPs expanding into compliance, risk, and governance solutions
- Partners experienced selling into highly regulated environments and sovereign account
Skills: grc,cybersecurity,sales,regional sales,enterprise,saas sales,revenue,risk,enterprise sales,strategic alliances,partnerships,channel sales development
