Regional Alliance Manager (Middle East & Africa)

Optro; Dubai; On-site; AED 441,000 - 661,000; Full time

Benefits offered by this job

Monthly work-from-home allowance

Competitive compensation & bonus  프로그램

Annual leave and holidays

Employee resource groups

Team/company events

Job summary

Optro is seeking a Regional Alliance Manager for the Middle East & Africa to drive partnership strategy and growth across the Middle East. You will recruit, enable and manage strategic partners including advisory firms, resellers and system integrators, while coordinating with global alliance directors.

You will lead pipeline generation, joint marketing efforts and quarterly business reviews to achieve regional revenue targets, working in a fast-paced, matrixed environment.

Qualifications

• 7+ years of experience in sales or channel management with a track record of success with Big 4, Global System Integrators, Resellers or MSPs.
• Proven experience in building and evolving partner ecosystems and GTM strategies.
• Ability to influence cross-functional teams and manage regional partner programs.

Responsibilities

• Act as Regional Face of Alliances for the Middle East, aligning regional strategy with Global Alliance Directors and reporting to Head of Alliances.
• Drive quarterly/annual pipeline and revenue targets through partner-driven initiatives.
• Recruit, onboard and enable new and existing partners to grow the Optro ecosystem.
• Develop partner growth initiatives aligned with regional goals and strategic partner relationships.
• Broker relationships between regional sales teams and partner organizations to accelerate deal acceptance.
• Collaborate with Regional Account Executives on QBRs, account mapping and joint pipeline forecasting.
• Plan and execute marketing activities, webcasts and roadshows to raise brand awareness across the Middle East.
• Coordinate with internal teams on regional operational needs to ensure a positive customer experience.

Skills

Strategic thinking

Partner ecosystem

Sales/Channel management

Negotiation

Stakeholder management

Arabic & English

Job description

Who We Are

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights.

Why This Role is Exciting

Optro is one of the fastest-growing software companies in the world, and we are aggressively increasing our market share throughout the Middle East region. Our alliance partners are an integral part of that strategy. We are looking for an intelligent, coachable, and driven professional to help guide and shape our regional alliance strategy based in the United Arab Emirates.

As a Regional Alliance Manager - Middle East & Africa, you’ll manage and enable Optro’s most strategic alliance partnerships and ecosystem across the Middle East including the Big 4, Advisory firms, Resellers and Distribution. You will be the primary engine driving partner recruitment, activation, pipeline, training and certifications through our partner ecosystem in this key market.

Key Responsibilities

• Regional Face of Alliances: Act as the primary point of contact for the alliance organization in the Middle East, driving a clear regional strategy in cooperation with Global Alliance Directors and reporting to the Head of Alliances.
• Pipeline & Revenue Growth: Achieve quarterly and annual pipeline and revenue targets. Drive differentiated growth by encouraging partners to include Optro technology in their clients’ projects.
• Partner Lifecycle Management: Build and shape a solid partner ecosystem by recruiting, onboarding, and enabling new and existing partners.
• Strategic Alignment: Develop a deep understanding of partners’ business strategies and build specific Optro growth initiatives that align with their regional goals.
• Sales Brokerage: Act as the liaison and broker of relationships between the regional Optro sales team and the partners’ practitioners, sales organizations, and marketing teams.
• Territory Strategy: Increase partner-driven sales by collaborating with Regional Account Executives on activities such as Quarterly Business Reviews (QBRs), joint account mapping, and joint pipeline forecasting.
• Collaboration & Marketing: Plan and execute marketing activities, webcasts, and roadshows that generate brand awareness and influence across the Middle East region.
• Operational Liaison: Broker internal discussions regarding regional operational needs (such as language requirements or customer support) to ensure a positive customer experience in the Middle East.

Attributes for a Successful Candidate

• Strategic & Technical Proficiency: Ability to think strategically about business and technical challenges while conveying a compelling value proposition to consultants and integrators.
• Experience: At least 7 years of experience in sales or channel management, with a specific track record of success working with the Big 4, Global System Integrators, Resellers, or Managed Service Providers.
• Ecosystem Builder: Proven experience in building partner ecosystems and Go-To-Market strategies from the ground up or within a rapidly scaling environment.
• Influencing Skills: Strong networking and business development skills; able to build consensus across various functional groups and organizational boundaries.
• Adaptability: Effective in a matrix environment, comfortable with ambiguity, and willing to take calculated risks to achieve regional goals.
• Regional Capability: Familiarity with the business landscapes of Middle East.
• Language: Arabic (business conversational) and English language skills (business conversational) are considered a must

Perks (PEO locations: Poland, Netherlands, Singapore, UAE)

• Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!
• Monthly work from home allowance - varies by location
• Benefits depend on location but include statutory coverage
• Competitive compensation & bonus program
• Annual leave and holidays
• Employee resource groups
• Opportunities for team and company-wide get-togethers!

*perks may vary based on eligibility/location

Our Company Values

• Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
• Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
• Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
• Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.

We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.

Privacy Notice for Candidates

When you apply for a role at Optro, we collect and process personal data including your contact details, resume, work history, and application responses to evaluate your candidacy. For full details on how we collect, use, and protect your data — including your rights under GDPR, UK GDPR, and US state privacy laws and other applicable data protection laws — please review our Candidate Privacy Notice.

• Use of AI in Recruitment: Optro may use artificial intelligence and machine learning technologies to assist in the screening and evaluation of applications, including resume parsing and candidate matching. These tools do not make final hiring decisions — all assessments are reviewed by our human recruitment team. You may opt out of AI-assisted screening at any time without impact to your candidacy by contacting [e-mail].
• Interview Recording: Optro may use recording and transcription technology during interviews. You will be notified before any recording begins and may opt out at any time without affecting your candidacy.
• Background Checks: Background checks are required for this role. Qualified applicants with arrest or conviction records will be considered in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

Optro does not sell candidate personal data.

Questions? Contact Optro's Privacy Team at [e-mail].

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