Channel Sales Manager

Mada Media DXB; Dubai; On-site; AED 180,000 - 320,000; Full time

Job summary

Mada Media DXB is seeking a Channel Manager to develop and execute channel plans aligned with the commercial strategy, driving revenue targets and expanding market reach in Dubai.

You will lead quarterly channel plans, monitor performance, manage partner relationships, and coordinate cross-functional actions to optimize growth.

The role requires strong analytical and negotiation skills, with the ability to identify opportunities across channels and drive improvements.

Qualifications

• Experience in channel management and partner relations.
• Strong analytical and negotiation skills.
• Ability to translate targets into actionable plans.

Responsibilities

• Develop and execute channel plans aligned with the approved commercial strategy to achieve revenue targets.
• Lead quarterly channel plans translating targets into partner priorities, activities, and execution plans.
• Monitor channel performance and identify gaps, driving corrective actions.
• Manage relationships with key channel partners and vendors to enhance engagement and value.

Job description

• Develop and execute channel plans and initiatives aligned with the approved commercial strategy to achieve channel revenue targets, strengthen market reach, and maximize the performance of assigned commercial channels.
• Develop quarterly sales and channel plans for assigned channels, translating approved commercial targets into partner priorities, sales activities, pipeline requirements, and execution plans.
• Lead the performance management of assigned channels by monitoring revenue and commercial results against agreed targets, identifying performance gaps, and driving corrective and optimization actions.
• Analyze channel performance, sales data, market trends, customer demand, and partner results to identify growth opportunities, emerging risks, and areas for improvement and provide actionable recommendations to management.
• Manage and strengthen relationships with key channel partners, vendors, and commercial operators to enhance engagement, performance, and long-term commercial value.
• Lead periodic business and performance reviews with channel partners to evaluate revenue and sales performance, address performance gaps, monitor commitments, and agree on improvement and growth initiatives.
• Drive partner sales enablement by ensuring channel partners have the approved commercial information, product/service knowledge, sales materials, processes, and coordination required to effectively pursue opportunities and achieve agreed targets.
• Identify, assess, and qualify commercial opportunities across assigned channels based on strategic fit, commercial potential, customer requirements, delivery considerations, and likelihood of conversion, and recommend priorities for progression.
• Lead the planning and execution of channel-related projects, campaigns, partner initiatives, and commercial activities, ensuring delivery against agreed objectives, timelines, and performance expectations.
• Identify and develop new channels, strategic partnerships, commercial models, and revenue opportunities to expand the commercial pipeline and support sustainable revenue growth.
• Lead commercial negotiations with assigned channel partners within delegated authority and support tenders, proposals, and pricing inputs by coordinating commercial requirements and relevant inputs with the responsible internal functions.
• Lead cross-functional coordination with relevant business units to resolve channel and partner matters, applying appropriate escalation discipline to revenue-impacting issues, delivery risks, partner performance concerns, and other matters that may affect achievement of commercial targets.
• Develop channel revenue forecasts and prepare periodic performance reports, dashboards, and management insights covering revenue against target, sales pipeline, partner performance, opportunity conversion, risks, and required management actions.
• Maintain oversight of channel agreements, partner information, commercial opportunities, performance data, commitments, approvals, and supporting documentation to ensure accuracy, completeness, and appropriate governance.
• Ensure channel management activities comply with approved policies, processes, Delegation of Authority, contractual requirements, and applicable governance protocols, and perform any other tasks related to the nature of work as mandated or directed by the line manager.