Channel Manager

Role Overview

The Channel Manager is responsible for crafting and executing a sales strategy focused on channel partner recruitment, managing client accounts, and expanding market share via clear targets. This position involves staying abreast of competitors, liaising with resellers, and collaborating with marketing to run channel programs effectively.

Key Responsibilities

• Design and apply a comprehensive channel strategy and roadmap for assigned products/services aligned with leadership directives.
• Lead partner engagement initiatives in line with corporate strategies.
• Forge and sustain relationships with both new and existing channels and clients to boost sales within designated territories.
• Develop and upkeep a detailed channel and customer database, performing analyses to track loyalty and identify new business opportunities.
• Conduct ongoing market research including visits to customers to understand current and future market needs.
• Manage the complete sales process from quotations through to payment collection.
• Oversee credit and payment performance, address outstanding accounts, and resolve related issues.
• Drive revenue and profitability growth for the full service/product line long-term.
• Ensure high partner engagement by addressing inquiries and issues promptly to meet customer needs.
• Prepare precise sales forecasts and market development reports aligned with corporate goals.
• Promote the company’s offerings within the regional market.
• Lead targeted marketing initiatives and program implementations, monitoring progress and suggesting improvements.
• Utilize CRM software (salesforce.com) for managing leads, deals, and registration to ensure process efficiency and consistency.

Required Qualifications

• Bachelor’s degree in Sales and Marketing or a related discipline.
• At least five years’ experience in a Channel Manager or related role within IT distribution, vendors, or value-added resellers.
• Demonstrated ability to build and maintain a channel partner ecosystem including recruitment, enablement, and partner growth.
• Experience with Riverbed, Oracle, or Schneider Electric products is essential; familiarity with other enterprise technology vendors such as Juniper or Cisco is beneficial.
• Established network of channel partners, resellers, and system integrators in the UAE market.
• Experience in the GCC region preferred and considered advantageous.
• Strong skills in business development, partner management, and account expansion, with a solid sales achievement record.
• Excellent communication, negotiation, and stakeholder engagement capabilities.