Channel & Ecosystem Manager – GRC Solutions & Services; MEA

Overview

Location: Preferably Dubai

Work Mode: Hybrid / Remote (Flexible for Exceptional Candidates)

Employment Type: Full-Time | Permanent

Experience

Required:

8–12 Years

Travel Requirement: Up to 50%

Compensation: AED(د.إ) 20,000 to 40,000

Role

Summary:

Client is seeking an experienced Regional Channel & Alliances Manager – MEA to build, scale, and execute a high-impact partner ecosystem across the Middle East and Africa. This role is critical to expanding footprint in emerging and whitespace markets, driving partner-sourced and partner-influenced revenue, and positioning the company as a trusted enterprise GRC platform across regulated industries. The role will serve as the regional partner evangelist, working closely with Direct Sales, Marketing, Product, and Customer Success teams to exceed revenue targets and accelerate regional growth.

GRC sales and GRC service experience mandatory

• Define and execute the MEA channel and alliances strategy aligned with regional revenue and growth objectives
• Recruit, onboard, and enable a strong partner ecosystem, 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 Alliance partners
• Leverage existing regional relationships to rapidly generate pipeline and ARR
• Develop new partner-led revenue streams in underpenetrated and whitespace markets across GCC and Africa
• Drive partner-sourced and partner-influenced enterprise opportunities
• Collaborate with direct sales teams on joint account planning, co-selling, and deal execution
• Apply structured enterprise sales methodologies (MEDDIC/MEDDPICCR, SPIN, Solution Selling, Challenger) to partner-led deals
• Manage co-sell execution including account mapping, deal strategy, field alignment, and partner profitability
• Maintain strong operational rigor across forecasting, pipeline hygiene, reporting, and communication
• Represent at regional partner events, executive briefings, and industry conferences
• Provide continuous market, partner, and customer feedback to leadership and product teams
• Ideal Partner Profile – MEA
• Large regional SIs and consultancies serving Government, Financial Services, Energy, Telecom, and large enterprises
• Cybersecurity and Risk Advisory firms with established GRC practices
• MSSPs expanding into Governance, Risk, and Compliance offerings
• Partners experienced selling into highly regulated and sovereign environments

• 5+ years of enterprise sales experience with prior direct quota-carrying success
• 3–5+ years of Channel / Alliance management experience across the full partner lifecycle (Recruit → Enable → Co-sell → Scale)
• Experience with cybersecurity, GRC, or enterprise SaaS organizations (startup experience preferred)
• Proven track record of achieving $5M+ annual quotas
• Demonstrated success building partner-sourced pipeline and ARR in greenfield or emerging markets
• Strong forecasting discipline and pipeline governance experience
• Ability to build and execute joint business plans, GTM initiatives, partner campaigns, and QBRs
• Existing partner relationships across the MEA region
• Strong commercial acumen with experience supporting complex, multi-stakeholder enterprise deals
• Working knowledge of GRC, cybersecurity, and AI-enabled enterprise platforms
• Hands-on experience with CRM tools
• Willingness to travel up to 50%

• Referenceable relationships with enterprise VARs, SIs, and cloud hyperscaler partner teams
• Experience selling into regulated industries such as Financial Services, Government, and Critical Infrastructure
• Proven success driving ARR through cloud marketplaces and co-sell programs
• Experience building partner practices and packaged solutions
• GRC-related certifications or deep domain expertise in enterprise GRC and compliance frameworks

• Benefits & Compensation Philosophy
• Competitive base salary aligned with regional benchmarks
• Uncapped variable compensation tied to partner-sourced and influenced revenue
• Performance accelerators for exceeding targets
• Equity participation aligned with early-stage growth impact
• A diverse, inclusive, and mission-driven culture
• Remote-friendly and flexible work environment
• Comprehensive health, dental, and vision coverage
• Flexible PTO and paid holidays
• Professional development budget and career growth opportunities
• Paid parental leave
• Autonomy to build programs and make measurable impact from day one

• Any Graduate