Channel Manager – Cybersecurity & IT Distribution

Channel Manager – Cybersecurity & IT Distribution Location: Riyadh, Saudi Arabia Sector: Cybersecurity / IT Distribution / Channel Sales / Partner Management Client: Confidential global cybersecurity business VETWORK is supporting a confidential global cybersecurity and digital infrastructure business with the appointment of a Channel Manager based in Riyadh, Saudi Arabia. This is a high-impact channel role for an experienced sales or partner management professional who can build, develop and manage channel relationships across the Saudi market. The successful candidate will be responsible for identifying and onboarding new partners, strengthening existing reseller relationships, supporting partner enablement, driving pipeline and increasing revenue across a strategic cybersecurity and enterprise technology portfolio. This is not a passive partner support role. The client is looking for someone commercially driven, relationship-led and highly organised, with the ability to work closely with vendors, resellers, internal sales teams, presales, marketing, operations, logistics and finance. The Opportunity The Channel Manager will play a key role in expanding the business across Saudi Arabia by building a stronger partner ecosystem and helping channel partners succeed commercially. The role will involve partner recruitment, onboarding, training, performance management, sales enablement, forecasting and pipeline development. The successful candidate will work closely with internal teams and external partners to ensure the business is positioned effectively across the Saudi cybersecurity and IT distribution market. This is a role for someone who understands that successful channel management requires more than relationships. It requires structure, follow-up, partner planning, clear communication, commercial discipline and the ability to turn partner engagement into measurable revenue growth. Key Responsibilities You will be responsible for: Identifying, recruiting and onboarding new channel partners across Saudi Arabia. Developing and maintaining strong relationships with existing resellers, partners and vendor stakeholders. Supporting partners with product knowledge, solution positioning, sales enablement and training. Managing partner performance and developing strategies to improve revenue, pipeline and engagement. Building and executing channel plans aligned to business and vendor objectives. Working closely with internal sales, vendor management, presales, marketing, operations, logistics and finance teams. Collaborating with vendor teams to align channel activity with go-to-market strategy. Developing and supporting partner programmes, including training, marketing activity and incentives. Monitoring market trends, competitor activity and partner opportunities across the region. Creating and managing channel forecasts, partner pipeline visibility and performance reporting. Measuring partner performance through key metrics such as pipeline, sales conversion, revenue and partner activation. Identifying and resolving channel conflict, partner challenges and commercial blockers. Attending industry events, partner meetings and conferences to build relationships and promote the business. Supporting growth across a strategic cybersecurity and enterprise technology portfolio. What We Are Looking For We are looking for candidates with: 3–5+ years of experience in channel management, partner management, cybersecurity sales, IT distribution or technology sales. Strong experience working in the Saudi Arabia / KSA market. Proven ability to build and maintain relationships with resellers, channel partners, vendors and internal stakeholders. Strong understanding of sales processes, channel models and partner-led growth. Experience supporting partner enablement, training, marketing activity or incentive programmes. Ability to manage partner performance, pipeline, forecasts and revenue activity. Strong communication and presentation skills. Good commercial awareness and negotiation skills. Experience using CRM systems and maintaining accurate partner and pipeline data. Strong organisational skills and the ability to manage multiple priorities independently. Flexibility, adaptability and a proactive approach to growth. Highly Relevant Backgrounds Candidates may come from: Cybersecurity distribution IT distribution or value-added distribution Channel sales Partner management Reseller account management Vendor sales Enterprise technology sales Systems integrators Managed security service providers Cloud, SaaS or infrastructure technology businesses Experience within cybersecurity, IT distribution, reseller networks, vendor ecosystems or the Saudi partner market would be highly advantageous. Essential Profile The strongest candidates will be able to demonstrate: Clear experience building and managing channel partner relationships. Strong Saudi market knowledge and partner ecosystem awareness. Evidence of growing revenue through resellers or channel partners. Experience onboarding, enabling and supporting partners. Ability to work closely with vendor teams and internal commercial teams. Strong pipeline, forecasting and performance reporting discipline. Confidence presenting to partners, vendors and internal stakeholders. Strong problem-solving skills and the ability to manage channel challenges. A proactive, structured and commercially focused approach. Candidate Profile This role would suit someone who is: Relationship-led Commercially driven Partner-focused Highly organised Proactive and energetic Comfortable working in a channel-led sales model Strong at follow-up and partner engagement Confident communicating with vendors and resellers Able to turn partner activity into revenue growth Motivated by building market presence across Saudi Arabia Important Note Due to the confidential nature of this appointment, the client name and full role details will only be shared following an initial discussion with suitable candidates. This is a quality-first search. Only candidates with strong alignment across channel management, cybersecurity or IT distribution, Saudi market knowledge, partner engagement and revenue growth will be considered.