Channel Account Manager - Middle East

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Channel Account Manager - Middle East

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Filigran

Filigran, founded in October 2022, stands out in the cybertech ecosystem for its commitment to revolutionizing cyber threat management with a proactive approach. Its mission is to develop innovative open-source solutions designed to anticipate cyber threats, identify security gaps, and strengthen organizational security posture. Filigran solutions are trusted by over 6,000 public and private organizations worldwide.

The Role This is a strategic role, building and scaling a high-quality ecosystem of VARs, Distributors and MSSPs across the Middle East region to drive predictable revenue growth. You will own the full partner lifecycle – recruiting, enablement, ongoing engagement – while championing a partner-first GTM engaging and supporting our field sales teams to accelerate pipeline and revenue. You’ll contribute to enhancing our global partnership program and adapt it for your region. As the voice of the partner, you’ll bring market and competitive insights back to Sales, Marketing, Product, and our leadership.

Focus areas

Recruit, onboard, animate and drive accelerating sales through leading VARs, Distributors and MSSPs

Drive a partner-first motion with Sales : joint account mapping, co-selling, executive alignment, deal structuring, and forecast accuracy.

Lead partner sales-training and manage Technical Enablement, to elevate partner readiness

Run disciplined pipeline management, deal registration hygiene, and QBRs; surface field feedback to improve pricing, packaging, and program tiers.

Your Responsibilities

Own and exceed regional partner-sourced and partner-attached pipeline and revenue targets.

Recruit, enable, and animate high-potential VARs, distributors, and MSSPs aligned to the Middle East plan.

Develop and execute joint business plans with key partners covering sales goals, account mapping / co-selling, enablement / training, and demand generation with Marketing.

Plan and run regional partner demand-generation (campaigns, webinars, field events) with Marketing.

Define, track, and report KPIs.

Champion a partner-first motion with Sales : deal strategy / structuring, executive alignment, disciplined deal registration, and forecast accuracy.

Ensure pipeline hygiene and accurate channel forecasting; maintain CRM / PRM data quality (partner profiles, contacts, opportunities, activities).

Contribute enhancements to the global partner program and enablement content; localize for the region based on field feedback.

Provide market and competitive insights to Sales, Product, Marketing, and Leadership.

Who You’ll Work With

Reports to the SVP of Global Alliances

Works closely with sales leadership and sales teams in your region, to drive partner sales

Engage with Marketing to define and execute lead generation campaigns and events in region

Profile We’re Looking For Must-haves

Track Record : 6–10+ years in MEA channel / partner sales for cybersecurity vendors, with consistent quota overachievement.

Channel Ecosystem : Proven success building / scaling VAR, distributor, and MSSP partnerships in the Middle East region — recruiting, onboarding, enablement, joint planning, and co-selling.

Partner-First GTM : Tight alignment with Sales—account mapping, active deal engagement, pipeline reviews, and forecast discipline.

Commercial & Negotiation : Strong commercial acumen; experience structuring deals balancing partner profitability and company goals.

Partner Network : Extensive trusted relationships across leading VARs, distributors, and MSSPs in the region.

Cybersecurity Experience : Ability to position cybersecurity and threat intelligence offerings; familiarity with CTI / TIPs, SIEM, EDR / XDR, SOAR; coordinates technical enablement with SEs.

Data-Driven Ops : Excellent CRM hygiene and reporting; rigorous pipeline management and forecasting.

Startup Builder : Creates repeatable processes, localizes central enablement, contributes program enhancements; self-starter, proactive, and adaptable.

Communication & Influence : Executive presence; exceptional cross-functional collaboration with Sales, Marketing, Product, and Leadership.

Strategic Thinking : Identifies new opportunities and drives initiatives that grow partner success, pipeline, and revenue.

Language & Location : Fluent Arabic and business-level English; based in Dubai.

Nice-to-haves

Threat Intelligence : Experience selling TIPs or CTI solutions.

Program Launch : Built / rolled out a partner program or opened a new region for a security startup (Series A–C).

Regional Procurement : Familiarity with Middle East public-sector and enterprise procurement / compliance.

Why Join Filigran? We’re a fast-growing, global, and fully remote company on a mission to empower defense teams to be proactive — through open-source solutions that uncover threats and drive action.

Competitive pay + equity — everyone shares in our success

Remote-first, flexible, and balanced — work that fits your life

Your setup, your choice — pick the gear that works for you

Equal Employment Opportunity We enable cybersecurity through inclusion — from code to culture. At Filigran, we are proud to be an equal opportunity employer. We believe diversity of our people make our products and our team stronger. We welcome talent of every background, identity, and lived experience — regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, or veteran status. What matters here is what you bring — not what you look like, where you’re from, or how you identify.

Ready to Join Us? Apply now and help us build the future of the cybersecurity ecosystem — together.

Seniority level : Mid-Senior level

Employment type : Full-time

Job function : Sales and Business Development

Industries : Computer and Network Security

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