Senior Channel Manager, MENA
Role Overview
Senior Channel Manager, MENA; an individual-contributor role reporting to the Head of Channel, Partnerships & Ecosystems.
Remote role based in Dubai, focused on building and scaling Napster's channel and reseller ecosystem across MENA.
Hands-on commercial role to create an indirect sales motion that produces qualified pipeline, lighthouse customers, bookings, and recurring revenue.
Scope is channel and reseller development; it does not own hyperscaler alliances, technology partnerships, ISV relationships, or strategic technology partnerships.
Key Skills for This Role
Full Job Posting
Opportunity
Senior Channel Manager, MENA; an individual-contributor role reporting to the Head of Channel, Partnerships & Ecosystems.
Remote role based in Dubai, focused on building and scaling Napster's channel and reseller ecosystem across MENA.
Hands-on commercial role to create an indirect sales motion that produces qualified pipeline, lighthouse customers, bookings, and recurring revenue.
Scope is channel and reseller development; it does not own hyperscaler alliances, technology partnerships, ISV relationships, or strategic technology partnerships.
About Napster
Napster builds embodied, multimodal AI agents that engage employees and customers through video presence, voice, and text, carrying institutional knowledge into interactions.
In this role
- Own channel and reseller development across MENA; recruit and develop resellers, VARs, MSPs, distributors, CSPs, systems integrators, and other indirect sales partners.
- Build and maintain a qualified partner pipeline aligned with priority products, verticals, customer segments, and commercial objectives.
- Lead onboarding and create activation plans covering enablement, target accounts, use cases, customer engagement, and pipeline creation.
- Work with partners on lighthouse opportunities and deployments, then turn successful deployments into repeatable channel motions.
- Build measurable partner-led and partner-influenced pipeline; conduct joint account planning and customer mapping.
- Develop joint business plans tied to pipeline, bookings, revenue, and partner productivity.
- Establish operating discipline for recruitment, onboarding, activation, forecasting, pipeline reviews, and business reviews.
- Track partner performance and focus investment on partners showing commercial progress.
- Provide structured market, competitive, customer, and channel feedback to the broader Partnerships & Ecosystems organization.
- Collaborate with sales, product, partner marketing, enablement, technical, and ecosystem teams; coordinate with technology partnership teams where relevant to customer or channel opportunities.
Who they are looking for
- Significant channel sales, reseller development, indirect sales, or partner-led growth experience in enterprise software, SaaS, AI, retail technology, commerce, or adjacent markets.
- A strong existing MENA network across resellers, distributors, MSPs, systems integrators, and channel partners.
- Proven ability to recruit, activate, and grow productive partners and build indirect sales motions in emerging or early-stage markets.
- Commercial ownership of pipeline, forecasting, bookings, and revenue; experience with joint account planning and partner-led customer opportunities.
- Strong executive communication and relationship-management skills; able to operate strategically and remain hands-on.
- Can distinguish interested partners from partners capable of producing revenue.
Longer-term ambition
Build a focused, scalable, transactional channel business across MENA with productive partners that position and demonstrate solutions, generate qualified opportunities, win customers, and repeatedly drive bookings and recurring revenue.
Success is measured by partner activation and business produced, not by the number of partners signed.
Culture and rewards
- The company describes a collaborative, creative, fast-paced culture and offers competitive compensation, equity opportunities, and benefits.
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