Regional Alliance Manager (North America / MEA)

YO IT CONSULTING

America, OK 74740, USA

Published: 6/14/2022

Full Time

Experience Required: 5-10 Years Compensation (Monthly): Up to AED 40,000

Key Responsibilities

Define and execute the MEA channel and alliances strategy aligned to regional revenue targets.
Recruit, onboard, and enable partners 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 Alliances
Leverage existing regional partner relationships to rapidly generate pipeline and ARR.
Develop new partner-led revenue streams in whitespace and underpenetrated markets (e.g., GCC expansion, Africa growth markets).
Drive partner-sourced and partner-influenced enterprise opportunities.
Collaborate with direct sales teams on joint account planning, co-selling, and deal execution.
Apply structured sales methodologies (MEDDIC/MEDDPICCR, Solution Selling, SPIN, CoM) to partner-led deals.
Co-sell Execution account mapping, deal strategy, field alignment, profitability.
Operations forecasting rigor, pipeline opportunity hygiene, communication, reporting.
Represent the company at regional partner events, executive briefings, and industry conferences.
Provide regional market feedback to leadership and product teams.

Eligibility / Requirements

Overall: 5 - 12 years of total enterprise sales experience, including prior direct sales success in relevant domains.
Including: 3 - 5 years of Channel / Alliance ecosystem management experience throughout the entire partner lifecycle(recruit Onboard Enable Co-sell Scale).
Prior experience with a Cybersecurity, GRC, or enterprise SaaS startup required.
Proven success carrying and achieving annual quotas exceeding US $5M
Demonstrated ability to build partner-sourced pipeline and associated ARR in greenfield or whitespace territories.
Effective forecasting and pipeline governance.
Experience building and executing effective joint business/GTM plans, campaigns/events, QBRs
Existing partner relationships across MEA.
Measures of success: Partner-sourced pipeline ARR, influenced ARR, Partner Activation, Deal Registrations, MQL/SQL and related conversions, overall ecosystem health.
Strong commercial acumen with experience supporting complex, multi-stakeholder enterprise deals.
Working knowledge of GRC, cybersecurity, and AI-enabled enterprise platforms.
Ability and willingness to travel up to 50%
General Qualities: Honesty, Integrity, Mission-orientation, Empathetic, and Accountability.
Hands-on CRM tools experience.

Preferred Qualifications:

Referenceable relationships with regional enterprise VARs, Sis, and Cloud Partner teams.
Experience in regulated industries (FSI, Government, Critical Infrastructure)
Experience driving ARR with Cloud marketplaces and Cloud co-sell programs
Expertise building partner practices and packaged offerings
GRC related certification, and/or in-depth understanding of enterprise GRC, risk management, compliance practices.