Job title: Regional Alliances Manager - Middle East & Africa (MEA)
Type: Full-time
Mode of work - Hybrid
Location - Dubai, United Arab Emirates
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
Required Experience & Qualifications
- 5+ years of total enterprise sales experience, including prior direct sales success in relevant domains.
- +35 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 preferred.
- Proven success carrying and achieving annual quotas exceeding $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.
- PREFERRED Qualifications:
- Referenceable relationships with regional enterprise VARs, Sis, and Cloud Partner teams.
- Experience in regulated industries (FSI, Government, Critical Infrastructure)
- Experience driving ARR with Cloud marketplaces and Cloud co-sell programs
- Expertise building partner practices and packaged offerings
- GRC related certification, and/or in-depth understanding of enterprise GRC, risk management, compliance practices.
Benefits
Compensation Philosophy
- Highly competitive base salary aligned to regional market benchmarks
- Uncapped variable compensation tied to partner-sourced and partner-influenced revenue
- Performance accelerators for exceeding quota
- Equity participation aligned with early-stage growth impact
What You Can Expect
We're building a company where different perspectives aren't just accepted; they're essential to solving hard problems. We're committed to creating an environment where you can do your best work while being your authentic self.
We support our team through:
Competitive compensation
Comprehensive health, dental, and vision coverage
Flexible PTO and paid holidays
Professional development budget and growth opportunities
Remote-friendly work environment
Paid parental leave
The autonomy to build programs and make real impact from day one
We're committed to building a diverse and inclusive organization and are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other dimensions of identity.
