Field Partner Leader, MEA

Accountabilities: Own and execute the channel and distributor strategy across India, the Middle East, and Africa, adapting the approach to regional dynamics and partner types. Recruit, onboard, develop, and manage distributors, resellers/VARs, system integrators, MSPs, and hyperscaler or cloud alliance partners. Identify coverage gaps and build a partner ecosystem that addresses whitespace across the territory. Develop and execute joint business plans with priority partners and distributors, aligning commercial goals, investments, and go-to-market activities. Lead regular quarterly business reviews with distributors and strategic partners, tracking commitments, pipeline health, performance, and progress against agreed plans. Design and deliver partner enablement programs covering product, sales, and technical readiness to help partners independently position and sell solutions. Plan and execute partner-focused go-to-market initiatives, including regional roadshows, distributor summits, and partner events designed to generate pipeline and strengthen relationships. Own partner pipeline and forecast governance, maintaining accurate visibility into partner-sourced and partner-influenced revenue. Establish and monitor partner performance metrics, including revenue contribution, pipeline, enablement completion, and distributor scorecards. Hold partners accountable for agreed targets and drive continuous improvement in partner performance. Manage a geographically broad territory primarily remotely, developing durable relationships across different cultures and time zones while prioritizing travel for high-impact engagements. Collaborate with sales, marketing, product, and other internal teams to align partner-led motions with direct sales coverage and keep partners informed about product developments. Represent the business credibly with distributor and partner executives across the region. Requirements 7–10 years of quota-carrying experience in channel sales, partner sales, distribution management, or a closely related commercial function. Direct experience managing partners across India, the Middle East, and/or Africa. Demonstrated experience working across multiple partner types, including distributors, resellers/VARs, system integrators, MSPs, and hyperscalers. Proven ability to develop and manage distributor strategies, including partner recruitment, territory coverage, onboarding, lifecycle management, and performance management. Experience creating and executing joint business plans and leading QBRs that result in measurable partner performance. Strong pipeline development, forecasting, and revenue-management capabilities, with a disciplined approach to delivering accurate and timely forecasts. Experience using Salesforce or an equivalent CRM, along with campaign or partner-program management tools. Strong remote relationship-management skills and the ability to build trust, establish accountability, and drive commercial outcomes across multiple countries and cultures. Ability to operate independently across a broad, multi-country territory with markets at different stages of development. Strong executive presence and communication skills, with the ability to engage effectively with distributor and partner leadership. Data-driven mindset with the ability to prioritize resources and commercial opportunities across a diverse partner ecosystem. Existing relationships with distributors and partners across India, the GCC, and/or key African markets are an advantage. Experience selling or distributing infrastructure, database, cloud, or SaaS technologies is desirable. Familiarity with hyperscaler co-sell motions involving AWS, Azure, or GCP is a plus. Experience launching or scaling distributor networks in emerging or underpenetrated markets is advantageous. Additional regional language skills, such as Hindi, Arabic, or French, are a plus. Comfortable working in a global, collaborative environment that values curiosity, diverse perspectives, and innovation. Benefits Full-time, remote position based in India. Opportunity to manage a broad international territory spanning India, the Middle East, and Africa. Significant autonomy and ownership over regional partner strategy and commercial execution. Exposure to a diverse ecosystem of distributors, resellers, system integrators, MSPs, and cloud partners. Opportunity to influence partner-led pipeline generation, revenue growth, and go-to-market strategy. Remote-first environment designed to support collaboration across multiple countries and time zones. Inclusive and diverse workplace committed to equal employment opportunities. Reasonable accommodations available throughout the recruitment process for eligible candidates.