Senior Director, Channel Sales EMER

Palo Alto Networks; Dubai; On-site; USD 150,000 - 200,000; Full time

Job summary

A leading company in cybersecurity is seeking a Sr. Director, Ecosystems for the Middle East & Africa. This role involves building a results-driven sales culture, developing partnerships, and leading a team to achieve sales objectives. The successful candidate will have extensive experience in managing teams and sales strategies.

Qualifications

• 10+ years of people management experience in sales.
• 12+ years of demonstrable success in multiple routes to market.
• Understanding of Enterprise sales methodologies.

Responsibilities

• Build and drive an Ecosystems team focused on results.
• Develop and deliver an ecosystem strategy for incremental business growth.
• Ensure high customer satisfaction through capable partnerships.

Skills

People Management

Sales Strategy

Customer Engagement

Partnership Development

Market Expansion

Education

Bachelor's degree or equivalent military experience

Job description

As a member of the Middle East & Africa leadership team, you will build and drive the Ecosystems team to exceed company objectives. You ll be responsible for building a results-driven sales culture that delivers in bookings, sales development, and forecast accuracy while simultaneously mentoring and developing your team members to accomplish individual and organizational goals. It will be required that you track sales activity, provide sales development projects, and create and analyze metrics.

The Sr. Director, Ecosystems Middle East & Africa is a key leader within the EMEA Channel Management team and will be responsible for defining and implementing the channel business strategy (GSI, MSSP, CSP, VAR, Distributors, etc.) in the region, with the dual goals of growing top-line revenues through generation of scalable, repeatable, structured channel relationships.

The Sr. Director, Ecosystems Middle East & Africa reports to the VP, EMEA Ecosystems and dotted line into the VP, Sales - SEUR & MEA. They will carry the complete sales quota for the region and therefore have a shared responsibility for accurate and timely forecasting in SFDC and will work closely with the Sales RVP and SE Director accordingly.

Your Impact

Development and delivery of an Ecosystem strategy across multiple internal and external stakeholders for Incremental business through Ecosystem partners to drive exponential growth across Middle East & Africa

Development of a Regional strategy for Ecosystems aligned to overall MENEA area, built through detailed analysis and executed with attention to detail

Expansion into new Ecosystem Partners, customers or markets through committed and loyal partnerships

Ensure a high level of customer satisfaction through highly capable and competent partnerships, specifically at C-Level in the region

Create options for multiple routes to market for customers, each with a high degree of quality experience for the customer, whatever option is chosen

Become trusted advisor to internal sales leaders and Ecosystem partner executives alike

Influence the direction of Ecosystem programs at corporate level to positively impact Ecosystem proactive engagements across Middle East & Africa

Champion continuous innovation and adaptability while fostering operational excellence and clear processes in daily business operations

Oversee the development and implementation of marketing and sales programs to facilitate accelerated growth and profitability within the channel

People leadership - our people are at the heart of our success - Develop and deliver a high performing team

Attract and retain exceptional Ecosystem talent

Desired Candidate Profile

Qualifications

Your Experience

Extensive people management experience (typically 10+ years and 2nd line leadership) required

Extensive demonstrable success (typically 12+ years) through multiple routes to market - GSI, Service Provider, Cloud Provider, Value Added Resellers and/or Distributors required

Proven track record in building offerings through Systems Integrators, Service Providers and Consultancies

Understanding of Enterprise sales methodologies and motions, preferably with experience in direct customer sales engagements

A growth mindset - ability to learn quickly, create new initiatives and execute them effectively

This individual must be a forward thinker who is extremely focused and capable of creating and implementing an evolving strategy to meet and anticipate both near and long-term development issues

Bachelor's degree or equivalent military experience required

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