Senior Channel & Alliances Manager - Cybersecurity

COGNNA

The ideal candidate is a hands-on channel professional who can lead partner relationships independently, work cross-functionally with Sales, Marketing, Product, Presales, and Customer Success, and operate with strong CRM/PRM discipline.

What You'll Do:

Channel Strategy & Partner Ownership

Own the partner strategy for Saudi Arabia and GCC, including partner segmentation, Ideal Partner Profile, partner tiers, incentives, activation plans, and quarterly targets.

Build clear partner business plans covering target partner types, target markets, expected pipeline, joint activities, enablement needs, revenue contribution, timeline, and ownership.

Lead the partner agenda without waiting for others to drive direction or follow-up.

Partner Recruitment & Qualification

Identify, qualify, and recruit high-potential partners across MSSPs, cybersecurity resellers, system integrators, value-added distributors, cloud partners, compliance advisory firms, and referral partners.

Evaluate partners based on market reach, customer base, cybersecurity capability, commercial maturity, commitment level, and ability to generate revenue.

Build a qualified partner funnel and maintain clear visibility of partner recruitment status.

Partner Business Model Management

Define and manage the correct partner model for each relationship: Referral, Reseller, MSSP, Distributor, Strategic Alliance, or Cloud Marketplace.

Ensure every partner understands the commercial model, incentive structure, discount rules, deal registration process, ownership model, responsibilities, and escalation path.

Avoid confusion between customer programs, referral incentives, reseller discounts, renewal credits, and partner compensation models.

Partner Onboarding & Enablement

Lead onboarding and enablement for signed partners, including COGNNA positioning, sales pitch, technical overview, PRM/CRM process, deal registration, qualification rules, proposal flow, co-selling motion, and marketing assets.

Train partner sales and technical teams to position COGNNA solutions confidently and qualify opportunities correctly.

Measure enablement success based on partner activation and pipeline generation, not training activity alone.

Partner Pipeline Generation

Drive measurable partner-sourced and partner-influenced pipeline through joint account mapping, target customer lists, co-selling plans, partner campaigns, webinars, roundtables, and registered opportunities.

Support partners in qualifying opportunities and moving them into the CRM pipeline with accurate attribution.

Follow up on partner-sourced leads and ensure opportunities progress with clear next steps.

Regional Expansion

Build and execute a regional partner expansion plan across priority GCC markets including UAE, Qatar, Bahrain, and Kuwait.

Identify the right partners, validate market readiness, understand regulatory and compliance drivers, and build a repeatable expansion model.

Support regional co-selling and market-entry motions with selected anchor partners.

CRM / PRM Governance

Own partner data quality in CRM and PRM systems.

Ensure partner accounts, registered deals, pipeline attribution, activities, follow-ups, and reports are accurate and updated.

Create weekly visibility on partner status, pipeline, risks, blockers, and required actions.

Cross-Functional Leadership

Work closely with Sales, Marketing, Product, Presales, and Customer Success to remove blockers and improve partner success.

Coordinate partner campaigns, events, enablement sessions, and product feedback loops.

Operate with strong ownership, clear communication, and structured follow-through.

Performance Reporting

Prepare weekly and monthly partner performance reports covering new partners recruited, partners activated, leads, SQLs, pipeline, partner-influenced revenue, closed-won deals, engagement status, risks, and actions.

Use data to recommend improvements to the partner program and partner execution model.