Sr. Channel & Alliances Manager, MENA

Dubai, United Arab Emirates (Remote)

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ABOUT EGNYTE

Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visit www.egnyte.com.

The Sr. Channel & Alliances Manager will join Egnyte’s Partner Organization and will drive towards a healthy partner ecosystem via partner development and go to market efforts for Egnyte’s strategic alliances and partnerships in the MENA region. This role combines the strategic partnership development of global alliances (e.g. Microsoft, Procore, Autodesk) with on-the-ground execution of regional channel programs (VARs, VADs, MSPs). This role will be the regional driver of a channel-first motion in emerging markets, leading initiatives from partner identification and onboarding to joint GTM execution and revenue delivery.

The ideal candidate has proven expertise in building and executing the go-to-market strategy and managing sales cycles that close incremental joint business with Strategic Alliance Partners such as Google, Microsoft, Distributors such as Pax8, Resellers & Service Providers as well as Referral partners.

In this role this person will work in close collaboration with the Alliances, Product, and End User sales teams to drive net-new partner sourced sales for Egnyte and drive regional strategies and market attainment initiatives. This individual will have a significant opportunity to impact the growth of Egnyte and be a key leader in the Partner organization.

Key responsibilities of this role include:

Strategic Channel Management

• Identify and onboard high-impact VARs, VADs, MSPs, SI’s and Referral Partners aligned to Egnyte’s regional initiatives, target sectors, and GTM strategy.
• Build from the ground up partner onboarding & execution plans, ensuring virtual team members are engaged and pushing projects through to timely completion.
• Run onboarding and enablement programs to ensure partner GTM readiness and technical alignment.
• Design and track incentive structures, SPIFFs, and joint pipeline acceleration campaigns.
• Support co-selling motions with AEs, SEs, CSMs, and SDRs in region.

Strategic Alliance Management

• Serve as the MENA liaison for technology alliances (e.g., Microsoft, Procore, Autodesk), as well as SI’s / Advisory organizations and education and nonprofit collaborations.
• Drive internal and external communication to create thought leadership and impact the awareness of Egnyte’s Alliance solutions in the market, within the partner community, within the Alliance Partners and Egnyte’s internal sales teams.
• Develop and drive joint account mapping, solution positioning (playbooks), and GTM frameworks with global and regional alliances.
• Manage local execution of global alliance initiatives and regionalize messaging as needed.

Pipeline & Performance Management

• Create and manage quarterly partner business plans (QBRs, KPI dashboards).
• Drive measurable pipeline and targets from channel- and alliance-driven sources.
• Ensure partner accountability for co-sell, marketing, and enablement commitments.
• Regularly attend and run Mena Operations syncs, CX meetings, Forecasts, QBR’s (internal & external), & Channel Driven Opportunity Deal reviews.
• Work with Partner Operations to measure program success and report on program metrics.
• Enhance partner programs as applicable based on lessons learned and performance metrics.

Marketing & Campaign Collaboration

• Align with regional Marketing Campaigns Manager to develop and execute joint campaigns (webinars, events, digital GTM).
• Champion regional sponsorships, co-marketing, and content localization initiatives with partners.
• Develop globally consistent and locally relevant Alliance marketing programs, campaigns, value propositions and relevant content.

Key Success Metrics:

• Number of onboarded and enabled partners by type (VAD, VAR, MSP, ISV, Tech Alliances) by tier (ex: Silver, Gold, Strategic)
• Pipeline: Partner-sourced pipeline generated and campaigns/GTM plans executed quarterly (Quarterly ARR)
• Conversion: Closed-won ARR from channel-initiated deals (Quarterly ARR)
• QBR’s: Partner reviews held, incentives deployed, and timeline execution deltas of onboarding MAP’s.

Your Qualifications:

• 6+ years of experience managing Channel & Alliances relationships for a high-tech related company (Required)
• Prior alliances management or marketing experience working with Google or Microsoft (Preferred)
• Strong knowledge of the SaaS market (Required)
• Familiarity with cloud marketplaces such as: GCP, AWS and Azure
• Technical expertise to develop solution presentations and demos
• Out of the box thinker
• Program Management: Demonstrated experience and capabilities in leading and managing programs, start-to-finish.
• Action: Someone who can not only come up with ideas but develop and execute on them
• History of conceiving, planning and executing go-to-market campaigns including launches, increasing AR/PR profile, and GTM programs including partnering.
• Proven ability to work cross functionally and both lead and work in virtual teams.
• Ability to develop content to support programs.
• Strong understanding of AECO, file management, Ai, and/or content security domains is a plus.
• Excellent communication skills with customers, internal team members, press, analysts and in public
• Travel: 25% Regionally (MENA)

BENEFITS:

• Generous Time Off: 24 days of paid annual leave, plus all applicable public holidays
• Fully Covered Health Insurance: Employer-paid private medical coverage for you and your dependents
• End-of-Service Gratuity: Provided in accordance with UAE labor law
• Internet and Mobile Reimbursement: Monthly reimbursement for internet and mobile phone expenses
• Tax-Free Earnings: Enjoy the full benefit of tax-free income in the UAE

Equal Employment Opportunity

Equal Employment Opportunity Egnyte, Inc. is an Equal Opportunity Employer committed to fair, transparent, and merit-based employment practices in accordance with UAE labor laws. Employment decisions at Egnyte are made without regard to nationality, ethnicity, religion, gender, age, marital status, or disability, to the extent permitted by applicable law.

We are dedicated to fostering a professional work environment that upholds respect, equity, and inclusion across all aspects of employment, including

recruitment, hiring, promotion, training, compensation, and career development. Egnyte values the contributions of a diverse workforce and believes that varied backgrounds, perspectives, and experiences enhance organizational strength and performance.

Any employees with questions or concerns about equal employment opportunities in the workplace are encouraged to bring these issues to the attention of hr@egnyte.com. Egnyte, Inc. will not allow any form of retaliation against employees who raise issues of equal employment opportunity. If employees feel they have been subjected to any such retaliation, they should contact hr@egnyte.com. To ensure the workplace is free of artificial barriers, violation of this policy including any improper retaliatory conduct will lead to discipline, up to and including discharge. All employees must cooperate with all investigations conducted pursuant to this policy.