Senior Channel Account Manager - Middle East

*Location: This role requires the candidate to be based in Dubai*
About the Department
Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all work together to help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real technical problems while creating the revenue streams that help the company provide free services to millions in our community.
What you'll do
We are looking for a seasoned Channel Sales professional to help us build out the channel organisation in the Middle East region, specifically in the Saudi Arabian market. This is a great opportunity to be part of the Channel Sales Team in the Southern EU & Emerging region and play a critical role in developing Cloudflare's presence in the market.
In this role, you'll manage and grow relationships with both existing partners and identify, recruit and operationalise new reseller partner organisations to help expand Cloudflare's indirect sales reach within an assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.
As a Channel Account Manager, you will develop a comprehensive regional partner map, outlining current partners to nurture and target partners to recruit. You will work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare's solutions, work with respective field teams on demand generation initiatives and campaigns, as well as working with direct sales on various Channel oriented opportunities.
Additional responsibilities will include:

• Create, implement, and regularly update a comprehensive sales and marketing strategy tailored to the Saudi Arabian specific needs and opportunities.
• Maintain and report an accurate sales forecast in Salesforce.
• Manage contract negotiations. Maintain a robust sales pipeline.
• Develop long-term strategic relationships with key partners and stakeholders.
• Ensure customer satisfaction.
• Strong network within the GSI and NSI.

Examples of desirable skills, knowledge and experience

• 10+ years in Software/SaaS/Security Sales & Channel management.
• Languages: Arabic and English are a must.
• 10+ years of experience and a proven track record developing a partner ecosystem VARs, SI's, MSPs/MSSPs, within a SaaS model.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Direct experience in recruiting, onboarding and enabling resellers/SI's.
• Experience working in a start-up environment.
• Ability to travel 30-50% of the time.
• Technical competence strongly preferred.