Description X-PHY is an industry leader in cybersecurity technology, delivering cutting-edge solutions that proactively protect businesses from evolving cyber threats. We don’t just build products—we build the future. As a cybersecurity technology company, we are redefining industry standards, pushing boundaries, and creating transformative solutions to protect the digital world. Joining us isn’t just about securing a job—it’s about embarking on an entrepreneurial journey. Here, you don’t just work for the company; you grow with it. We seek visionaries who think beyond the ordinary, strategists who challenge the status quo, and action-takers who execute with intensity and precision. If you're ready to shape the future of cybersecurity, we want you on our team. About the role We are looking for a dynamic and experienced Regional Channel Manager to spearhead our market entry and expansion across the Middle East. This is not a maintenance role; it is a market-building role. You will play a pivotal role in establishing our ecosystem from the ground up, identifying key distributors and high-value system integrators, and evangelizing our hardware-based cybersecurity solutions. Job scope Strategy & Ecosystem build • Architect the channel: Design and execute a "Go-To-Market" channel strategy specifically for the Middle East region, focusing on the UAE (United Arab Emirates) and KSA (Kingdom of Saudi Arabia) markets. • Recruit & onboard: Identify and sign the region’s top cybersecurity distributors and system integrators. Move beyond "cold calling" by leveraging your existing network to secure high-value partnerships. • Relationship management: Build and maintain strong, long-term relationships with partner executives and sales teams to ensure we remain "top of mind" in their portfolio. Sales & revenue generation • Drive revenue: Aggressively drive sales targets by implementing sales incentive programs and joint business planning with partners. • Pipeline management: Collaborate with partners to create business plans that ensure mutual success, monitoring sales performance metrics to ensure accurate forecasting. • Deal support: Actively support partners in closing complex deals, particularly within the Government, Oil & Gas, and Finance sectors. Market intelligence • Competitive analysis: Conduct continuous market research to identify new opportunities and competitive threats. • Feedback loop: Provide insights and recommendations to our internal product teams to enhance our portfolio based on specific regional requirements. Partner enablement • Empower partners: Go beyond basic training. Educate partner sales and technical teams on how to position hardware-based security in a crowded software market. • Marketing collaboration: Assist partners in regional marketing activities, roadshows, and lead generation campaigns. Requirements Experience & network • Regional expertise: 5+ years of experience in channel sales or business development within the ICT (Information and Communications Technology) or cybersecurity industry in the Middle East. • Proven network: You must possess an active "Rolodex" of contacts within top-tier system integrators and security distributors in the region. • Track record: Proven history of achieving sales targets and driving revenue growth through indirect channels. Skills & competencies • Technical acumen: Strong understanding of cybersecurity hardware products and OT (Operational Technology) security solutions. • Communication: Excellent presentation skills, with the ability to articulate complex concepts to diverse audiences, from technical engineers to C-Level executives. • Language: Native or professional proficiency in English is required. Fluency in Arabic is highly preferred and considered a strong advantage for the Saudi market. • Tools: Proficiency in CRM (Customer Relationship Management) software and modern sales tools. Additional • Education: Bachelor’s degree in Business, Marketing, IT (Information Technology), or a related field. • Travel: Willingness to travel frequently within the GCC (Gulf Cooperation Council) region to meet with partners and attend industry events. Benefits • Opportunities for growth and development • Positive work environment • Recognition and rewards • Self-managed, ownership-driven culture that empowers individuals to take initiative and make an impact • Performance-based bonuses that reward results, contributions, and value creation • Passionate, energetic, and innovative work culture where ideas are encouraged and collaboration thrives • A supportive work environment that values respect, teamwork, and high performance