Channel Sales Manager(Arabic Speaker)

About SAT Microsystems

SAT Microsystems stands at the forefront of IT service provision, delivering transformative solutions that enhance operational efficiency and reduce costs for businesses across Saudi Arabia, the UAE, and eight additional countries. As a trusted partner to hundreds of organizations worldwide, the company excels in Managed IT Services, Cybersecurity (SOC), Robotic Process Automation (RPA), Cloud Services, and IoT Solutions. With deep expertise in IT Infrastructure, Database and Application Services, and Business Process Outsourcing, SAT Microsystems empowers enterprises to embrace cutting-edge technologies and drive sustainable growth. Our mission is to accelerate digital transformation while providing unparalleled support to our partners, ensuring they achieve their strategic objectives with confidence.

Key Responsibilities

The Channel Sales Manager (Arabic Speaker) will play a pivotal role in expanding our market presence by identifying, recruiting, and onboarding high-potential resellers, Value-Added Resellers (VARs), and system integrators. The primary focus will be on:

• Partner Recruitment & Onboarding:
  • Proactively identify and engage potential partners to expand market coverage and drive revenue growth.
  • Qualify partners based on their technical capabilities, vertical market reach, existing customer base, and execution readiness.
  • Develop and implement partner activation plans to secure first opportunities and transactions within predefined ramp timelines.
  • Maintain a dynamic partner pipeline within the CRM system, ensuring accurate tracking of onboarding progress and partner readiness.
• Revenue Growth Through Partners:
  • Own and deliver against channel revenue targets, ensuring consistent quarter-on-quarter growth through partner-led initiatives.
  • Build and manage a robust partner-led pipeline to maximize market coverage and predictable revenue outcomes.
  • Collaborate with partners to qualify opportunities, position solutions effectively, and support deal closure through strategic pricing and governance.
  • Drive initiatives to increase wallet share, deal size, and repeat business by fostering long-term partner relationships.
• Partner Management & Productivity:
  • Cultivate and grow relationships with active partners to enhance engagement, loyalty, and overall performance.
  • Develop and execute Joint Business Plans (JBPs) with key partners, outlining targets, focus solutions, and detailed execution strategies.
  • Conduct regular performance reviews with partners to assess pipeline health, analyze wins and losses, and identify next steps for improvement.
  • Mitigate channel conflict risks by establishing clear rules of engagement and enforcing opportunity registration discipline.
• Partner Enablement & Go-to-Market Execution:
  • Deliver comprehensive partner enablement programs, including product training, sales playbooks, pitch support, and competitive positioning guidance.
  • Coordinate and execute partner-focused marketing campaigns, such as webinars, workshops, and promotional activities, to generate demand and drive qualified leads.
  • Collaborate closely with internal sales, marketing, and product teams to ensure partners have access to the right resources, tools, and support.
  • Engage with vendors to align on incentive programs, partner initiatives, and enablement activities that drive mutual success.
• Forecasting, Reporting & CRM Discipline:
  • Maintain meticulous opportunity tracking, partner account updates, and forecast hygiene within the CRM system to ensure data accuracy and reliability.
  • Monitor and report on key partner KPIs, including revenue performance, pipeline coverage, activation rates, and productivity metrics.
  • Proactively identify risks such as pipeline gaps or low partner activity, and implement corrective actions to address challenges promptly.

Key Performance Indicators (KPIs)

• Achievement of assigned channel revenue targets and growth objectives.
• Number of new partners successfully onboarded and activated, measured by first deal or first transaction completion.
• Partner-led pipeline coverage and conversion rates to ensure predictable revenue outcomes.
• Revenue growth from existing partners and increase in revenue per partner over time.
• Forecast accuracy and strict adherence to CRM compliance standards.
• Partner retention and engagement metrics, focusing on active partners contributing to revenue generation.

Qualifications & Skills

• Education: Bachelor’s degree in Business Administration, Marketing, or a related field; an MBA is considered a plus.
• Experience: Minimum of three years in channel sales, partner onboarding, or indirect sales roles, with a proven track record of building reseller relationships and driving revenue through partners.
• Core Competencies:
  • Deep understanding of distribution-to-reseller/VAR business models and channel economics, including margins, incentives, and deal support structures.
  • Exceptional negotiation, presentation, and relationship management skills to foster strong partner collaborations.
  • Proficiency in CRM platforms and a disciplined approach to sales reporting and data management.
  • Fluency in Arabic and English, with strong communication skills to engage with diverse stakeholders across the region.
• Technical Knowledge (Preferred):
  • Exposure to IT infrastructure solutions, network monitoring tools, and service management platforms.
  • Familiarity with IT Service Management (ITSM) concepts and best practices.