Partner Account Manager Keka

About Keka & the Middle East Partner Organization 

Keka is one of the fastest-growing modern HR-tech platforms, serving 10,000+ businesses globally across HR, payroll, performance, hiring and finance. The Middle East is a strategic growth market for Keka, with active expansion across the UAE, Qatar, Oman, and the wider GCC. 

The ME Partner Organization is the primary go-to-market engine for the region — operating a curated ecosystem of resellers, implementation partners, technology/ISV partners, and referral partners (HR consultants, payroll bureaus, PROs, advisors). The team runs a Reseller program under a Sell-Through billing model, supported by a structured incentive and enablement program tailored to the GCC. 

Role Summary 

The PAM owns a named book of Keka partners across the GCC end-to-end — program execution, pipeline, co-sell, operations, GTM, cross-functional alignment, and the partner relationship. You are the single throat-to-choke for your partners' revenue contribution and their experience working with Keka in the region. 

This role is based in Dubai and requires regular travel across the UAE, Qatar, Oman, and other GCC markets as the ecosystem expands. 

Key Responsibilities 

Program & Partner Mechanics 

• Execute the ME Partner Program — manage partner onboarding, certifications, MDF usage, branding, incentives, rebates and commissions under the Sell-Through model. 

• Maintain clean partner data in CRM/PRM (certifications, contacts, opportunities, license inventory). 

• Oversee deal registration, contract renewals, SLA adherence, and MDF claim validation in line with regional commercial guardrails. 

Pipeline, Co-Sell & GTM 

• Drive pipeline creation, co-sell support, commercial negotiation, margin discussion and conflict resolution across each named partner. 

• Build partner sales plans, joint customer-success plans, reference-customer development, and upsell/cross-sell motions tailored to GCC buyer behavior. 

• Run joint GTM — country-specific campaigns, key plays, enablement milestones, and co-marketing execution across UAE, Qatar, Oman and adjacent markets. 

• Support land-and-expand within key accounts and contribute to UAE market build-out and new-country activation. 

Operations, Reviews & Cross-Functional 

• Run QBR / MBR / weekly cadences, forecasting accuracy, pipeline hygiene, and partner scorecard management. 

• Coordinate with Sales, Marketing, Ops, Finance, Legal, CS, Presales, AE and Channel Leadership across India HQ and the ME region. 

• Resolve commercial, operational and support escalations; manage budgets and deal-desk for partner investments. 

Strategic Relationship & Lifecycle 

• Executive alignment with founder / VP / C-level stakeholders at top partners; annual business reviews and multi-year growth roadmaps. 

• Partner health-score monitoring, journey mapping, NPS, and advisory-board participation. 

• Voice-of-partner programs, partner community building, and clean exit/offboarding when required. 
  

How Success Is Measured 

• Partner-sourced and partner-influenced ARR against quota. 

• Active partners %, pipeline coverage, win rate, and forecast accuracy. 

• Certification compliance, partner enablement milestones, and partner NPS. 

• Contribution from net-new partner additions within the named book.