Channel Manager

Nemetschek Group; Riyadh; On-site; SAR 350,000 - 550,000; Full time

Job summary

The Nemetschek Group is seeking a seasoned Channel Manager to develop and manage the channel ecosystem across the Middle East, including distributors, value-added resellers, and solution partners. You will recruit, onboard, and activate new partners aligned with regional coverage and brand priorities.

Responsibilities include defining joint business plans with partners, managing partner-led pipelines in CRM, coordinating with Presales and Customer Success, and driving channel incentives and

Qualifications

• Bachelor's degree in Business, Engineering, or related field.
• 5+ years' experience in channel management, partner development, or distribution roles in software or technology.
• Experience managing distributors and reseller networks in the Middle East (KSA / GCC preferred).
• Understanding of AEC, BIM, or construction technology markets is a strong plus.
• Experience designing partner programs, certifications, and incentive structures.
• Strong commercial negotiation and business planning capabilities.
• Structured pipeline management and CRM discipline.
• Strong relationship-building and cross-functional coordination skills.
• Strong presentation and communication capabilities.

Responsibilities

• Develop and manage the Nemetschek channel ecosystem across the Middle East, including distributors, value-added resellers, and solution partners
• Recruit, onboard, and activate new channel partners aligned with regional coverage and brand portfolio priorities
• Define and execute joint business plans with each partner, including revenue targets, pipeline commitments, and enablement milestones
• Manage partner-led pipeline and forecast accuracy, ensuring visibility in CRM
• Drive partner sales and technical certification programs across the Nemetschek brand portfolio
• Coordinate partner enablement with Presales and Customer Success teams
• Manage distributor relationships including commercial operations, ordering processes, and stock/licensing coordination
• Develop partner incentive structures, promotions, and co-marketing programs in coordination with Marketing
• Monitor partner performance against KPIs and conduct regular business reviews
• Resolve channel conflict and manage deal registration and territory alignment
• Support partners on strategic opportunities, tenders, and enterprise engagements
• Ensure partner compliance with pricing, discounting, and commercial approval processes
• Provide structured feedback on partner ecosystem gaps and expansion opportunities to regional leadership
• Represent Nemetschek at partner events, channel forums, and regional exhibitions

Skills

Channel management

Partner development

Sales forecasting

CRM discipline

Negotiation

Cross-functional coordination

Education

Bachelor's degree in Business, Engineering, or related field

Tools

CRM systems

Job description

The Nemetschek Group is a pioneer for the digital transformation in the AEC/O industry and focuses on the use of open standards (OPEN BIM). As one of the world's leading groups in this industry, the Nemetschek Group increases the quality in the construction process with its intelligent software solutions and improves the digital workflow of all those involved in the process. As a result, buildings can be planned, built, and operated more efficiently, sustainably and with less impact on resources.

• Develop and manage the Nemetschek channel ecosystem across the Middle East, including distributors, value-added resellers, and solution partners
• Recruit, onboard, and activate new channel partners aligned with regional coverage and brand portfolio priorities
• Define and execute joint business plans with each partner, including revenue targets, pipeline commitments, and enablement milestones
• Manage partner-led pipeline and forecast accuracy, ensuring visibility in CRM
• Drive partner sales and technical certification programs across the Nemetschek brand portfolio
• Coordinate partner enablement with Presales and Customer Success teams
• Manage distributor relationships including commercial operations, ordering processes, and stock/licensing coordination
• Develop partner incentive structures, promotions, and co-marketing programs in coordination with Marketing
• Monitor partner performance against KPIs and conduct regular business reviews
• Resolve channel conflict and manage deal registration and territory alignment
• Support partners on strategic opportunities, tenders, and enterprise engagements
• Ensure partner compliance with pricing, discounting, and commercial approval processes
• Provide structured feedback on partner ecosystem gaps and expansion opportunities to regional leadership
• Represent Nemetschek at partner events, channel forums, and regional exhibitions

Your Profile:

• Bachelor's degree in Business, Engineering, or related field
• 5+ years' experience in channel management, partner development, or distribution roles in software or technology
• Proven track record of building and scaling partner-led revenue
• Experience managing distributors and reseller networks in the Middle East (KSA / GCC preferred)
• Understanding of AEC, BIM, or construction technology markets is a strong plus
• Experience designing partner programs, certifications, and incentive structures
• Strong commercial negotiation and business planning capabilities
• Experience managing channel conflict, deal registration, and territory governance
• Structured pipeline management and CRM discipline
• Strong relationship-building and cross-functional coordination skills
• Strong presentation and communication capabilities