Channel Sales Manager, MENA

In this role you will also be expected to:

• • Prospect, cultivate and grow new Partners/Dealers/Resellers across MENA.
  • Respond to partner requests for information in a timely manner. Such requests include, but may not be limited to, system design support, product feature and capability descriptions, price quotations, and review/response to system requirement specifications.
  • Demonstrate Spaceti solutions for Partner profile organisations (Workplace consultants, system integrators and other interested parties).
  • Evaluate effectivity of partner relationships and engagements in delivering positive ROI.
  • Be the central point of contact and advocacy at Spaceti, orchestrating the partner engagements across the various departments: product, content, marketing, and sales.
  • Ensure successful execution of marketing and sales acceleration programs, with a drive for measurable outcomes and revenue yield.
  • Facilitate meaningful relationships between Spaceti and our partners’ teams. This includes partners executive leaders, sales, marketing, product managers and engineering.
  • Identify new opportunities for quality, high ROI engagements with partners.
  • Provide system sales training for Partners, Resellers, Dealers, System integrators and educating prospects on the complete Spaceti product portfolio.
  • Travel within assigned territory. Such travel will have varying frequency depending on special projects but is expected to be up to 2 weeks per month. Other travel includes participation at industry trade shows 2-3 times each year (in varying locations) and occasional travel outside of the assigned territory.

Partner profiles:

• • Audio-visual systems integrators (AV/IT Systems Integrators).
  • Workplace consultants.
  • Property and facility managers.
  • Office furniture suppliers.
  • Office/commercial lighting and cabling companies.
  • Smart building/smart workplace systems integrators.
  • Any company that performs professional services for office spaces/workplaces: Lightning, Cabling, Security, Access Control, CCTV, etc.

Partner Activation Metrics: 

• • Commitment: Partner business plan with time-bound, measurable targets.
  • Investment: Measurable partner investment in brand w/ vendor.
  • Co-Sell: Collaborative account planning and cross-sell targeting.
  • Deal Registration: Number of partner-led and vendor-led registered deals.
  • Deal Progression: Partner-led proposals, SOWs, POCs, and business cases.

Partner Performance Metrics: 

• • Perf-to-Plan: Backward-looking YTD sales performance relative to an agreed upon target.
  • Pipeline-to-Target: Forward-looking pipeline comparison to an index (e.g., 3x) of sales target.
  • Ave. Deal Size: Average deal size achieved by partner vs. a target.
  • Training & Certs: Partner achievement of training & certification levels.
  • Partner Required Tasks: Completion of partner contracts & other onboard tasks.

Who are we looking for?

• • Live in a major market within the EMEA territory.
  • 5+ years of sales experience preferably within the PropTech industry, SaaS, IoT, software sales, or information technology.
  • 2+ years of experience selling in a defined territory and an established current partner base.
  • Channel field sales experience is required (NOT business development, overlay or inside sales).
  • Track record of prospecting, qualifying, signing up and supporting new dealer opportunities.
  • Consultative/solutions sales experience, formal training, software sales, information technology, internet.
  • Excellent communication skills, both verbal and written.
  • Demonstrate self-confidence, energy and enthusiasm in a professional manner.
  • Present ideas, expectations and information in a concise, well-organized way.
  • Bachelor’s degree preferred.

What do we offer?

• • Opportunity to participate in the high growth Property Technology market.
  • Market competitive compensation package
  • We offer opportunities for personal and professional growth.
  • Laptop, phone with company tariff for private use.
  • Flexible working hours, hybrid office, paid time off.
  • ESOP program for top performing employees.
  • Modern office in the city center, refreshments, snacks, great coffee, football table, etc.
  • A passionate international team with English as a common language.