Vendor Manager

Client of Discovered MENA; Dubai; On-site; AED 180,000 - 240,000; Full time

Job summary

Client of Discovered MENA is seeking a Vendor Channel Manager in the UAE to drive vendor-led revenue and shape GTM plans with major technology vendors across the UAE and GCC. You will build partner relationships, map territories, plan joint pipelines, manage MDF campaigns, and enable sales teams to position vendor solutions and recurring services.

This role requires 5–12 years in commercial channel or alliance management within workplace tech, AV, or ICT cabling, with strong vendor network in

Qualifications

• 5–12 years in commercial channel, alliance, or vendor management within UAE/GCC workplace tech, AV, ELV, or ICT cabling sectors.
• Strong understanding of OEM sales structures, deal registration, channel programs, and MDF processes.
• Proven track record converting vendor partnerships into measurable sales pipeline and revenue.
• Active relationships with vendor channel teams, territory reps, and distributors in UAE.

Responsibilities

• Drive vendor-led revenue and growth across UAE/GCC.
• Build trusted relationships with vendor account managers for early-stage project introductions and co-selling opportunities.
• Joint account planning to align vendor and client goals.
• Map vendor territories and target accounts to build and execute joint pipeline opportunities.
• Manage MDF campaigns to run targeted campaigns, events and lead generation.
• Enable sales teams by training on vendor solutions, value props, and target profiles.
• Create recurring revenue by packaging consulting, installation, and managed services around vendor hardware.

Skills

Vendor management

Channel sales

GTM planning

Relationship building

Regional network UAE/GCC

Job description

Discover the Opportunity

Our client is a fast-growing workplace technology specialist delivering turnkey infrastructure packages across the UAE and GCC spanning structured cabling enterprise networking CCTV physical security AV meeting rooms and smart office solutions Alongside their established interior fit-out partner network they are expanding direct end-user relationships and vendor-led growth

Discover the Role

This is not an administrative or certifications-focused role The Vendor Channel Manager is commercially accountable for building structured GTM plans with key technology vendors navigating their sales organizations and ensuring our client is the preferred delivery partner introduced into early-stage commercial office projects fit-outs and tech upgrades

Discover the Responsibilities

• Drive Vendor-Led Revenue
• Build trusted relationships with vendor account managers to secure early-stage project introductions and co-selling opportunities across the UAE GCC
• Joint Account Planning
• Map vendor territories and target accounts to build and execute joint pipeline opportunities
• MDF amp Campaign Management
• Apply for secure and deploy Marketing Development Funds MDF to run targeted campaigns executive events and lead-generation activities
• Sales Enablement
• Train internal sales teams on vendor solutions value propositions and target customer profiles
• Recurring Revenue
• Package consulting installation and managed services around vendor hardware to create recurring revenue streams

Key Performance Metrics

• Vendor-generated and vendor-influenced pipeline growth
• Closed revenue and gross profit from co-sold opportunities
• MDF funds secured and ROI achieved via qualified leads

Discover the Requirements

• Experience: 5 to 12 years in commercial channel, alliance, or vendor management within the UAE/GCC workplace tech, AV, ELV, or ICT cabling sectors.
• Ecosystem Knowledge: Strong understanding of major OEM sales structures, deal registration, channel programs, and MDF processes (e.g., Cisco, CommScope, Verkada, Hikvision).
• Commercial Drive: Proven track record of converting vendor partnerships into measurable sales pipeline and revenue.
• Regional Network: Active relationships with vendor channel teams, territory reps, and distributors in the UAE