Channels Director Saudi Arabia

2 months ago

Riyadh, Saudi Arabia Software AG Full time

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We are currently seeking a Channels Director Saudi Arabia. You will have principal responsibility for Partner relationships and for delivering against the revenue goals for the partner/s. This role will be the strategic interface between Software AG and their partners.

Responsibilities include teaming with key partners and building out a business plan for the defined territory which will include target verticals and solutions, targeted revenue, enablement, joint lead generation and marketing activities, and leading joint technology and services initiatives as well as an action plan. The Channels Director Saudi Arabia works closely with the MET Channel teams and the broader sales organization to deliver their objectives.

You will be reporting to the country VP and regional MET Alliances and Channels director.

Essential Functions- Driving consistent and predictable channel bookings (resell) and partner sourced (resell-incremental).- Responsible with the complete life cycle of partner sourced leads, including registration, qualification, opportunity management and closing.- Responsible with facilitating support, sales and presales alignment, opportunity management and closing of all resell opportunities.- Identifying, recruiting, enabling, and managing partners (Global SIs, Regional SIs, VARs, Resellers Consultancy, Hyperscalers, etc.) to support business goals and to execute channel sales strategies.- Develop and execute a complete strategy and GTM plan for the channel operations within KSA. This needs to be in alignment with Country VP Strategy, regional MET Strategy as well as Software AG PartnerConnect global program.- Provide regular and accurate forecast updates to KSA VP, Regional SVP and Regional Channels Director.- Plan and manage go-to-market initiatives with the assigned partners including, but not limited to:
- Develop and run individual partner business plans to generate demand and sales opportunities.-
- Build and execute broad enablement plans and activities together with other Software AG departments both through regional and global programs, as required.-
- Facilitate executive QBRs, joint executive alignment.-
- Identify and advise direct account teams on new opportunities and facilitate reciprocal engagement with Partner client team, through individual pipeline management sessions, account and territory planning as well as specific marketing activities within the designated industry/territory.-
- Plan, execute and monitor demand generation activities, both funded by MDF programs, partners, or Software AG.-
- Drive engagement, partner presence and lead generation activities for local and regional tradeshows (LEAP, KSA Partner Summit, MDF activities, other partner driven demand generation events).-
- Work closely with the local and regional field marketing team for all demand generation or marketing activities.-
- Manage the relationship with the local distributors to ensure partner ecosystem development, deal closing and transaction processing in alignment with the country VP, regional MET channel team and local sales team.- Develop, win, and maintain partner revenue by selling and advocating Software AG solutions “to”, “through” and “with” Partners.- Create an environment for Software AG success. Develop key Partner relationships, identify sponsors and nurture technical, alliance and sales relationships to ensure that Software AG is considered a critical strategic partner.- Evangelize Software AG products and solutions. Present and pitch to different teams and groups across the Partner organization to drive adoption, momentum and understanding of the Software AG capabilities.- Work in alignment with Software AG’s legal and operations departments to ensure the appropriate deals structure and approvals are taken in alignment with Software AG policy.- Ensure that Partner information (Account and Opportunities) is accurately captured and updated in CRM system.- The role is office based with a certain degree of flexibility that can be agreed with the direct manager.

Minimum Requirements- 5+ years of industry experience within partnership and/or alliances, ideally in the Software Industry within KSA.- Experience in two-tiered channel resale models.- Knowledge of the software industry within Application Integration, API management and Data Integration space.- Previously demonstrated ability to achieve quarterly business metrics for channels. Including: Net New Opportunities (Deal Registration), Overall bookings thorough partners, Recruited Partners, Training and other KPI’s.- Excellent communication and strategy skills; able to design and present business plans, track and articulate program progress, design, and doc

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