Channel Sales Leader - BMS - KSA

The Purpose of the Role
We are seeking a visionary and results-driven Channel Business Sales Leader to drive our indirect go-to-market strategy and accelerate revenue growth across Building Management Systems of Honeywell Technologies. You will manage a high-performing team of 10 headcount (HC) distributed across Saudi Arabia, focusing on scaling our partner ecosystem and delivering $20M+ annual turnover. Your primary mission is to expand our market footprint through three strategic pillars: geographic expansion, vertical industry penetration, and portfolio offering expansion.
 

Key Responsibilities Strategic Growth & Expansion

• Geographic Expansion: Scale market presence beyond main hubs (Riyadh/Jeddah) into Tier 2 and Tier 3 cities across Saudi Arabia.
• Vertical Expansion: Identify and penetrate untapped industry verticals (e.g., DC, Hospitality, Government, Healthcare, O&G, Energy) through specialized partner alignment.
• Offering Expansion: Drive partner enablement to upsell and cross-sell our full portfolio, ensuring adoption of new offerings and cloud/subscription services.
• Go-To-Market Strategy: Design and execute the annual channel business plan aligned with regional macroeconomic trends and Vision 2030 initiatives.

Team Leadership & People Management

• Headcount Management: Direct, coach, and mentor a remote team of 10 channel managers and partner specialists based in Saudi Arabia.
• Performance Tracking: Establish clear KPIs, quotas, and development plans to maximize team productivity and retention.
• Talent Development: Build localized capabilities and support Saudization goals through targeted hiring and skills training.

Partner Ecosystem Management

• Relationship Cultivation: Manage executive-level relationships with tier-1 distributors, system integrators (SIs), and value-added resellers (VARs).
• Program Execution: Optimize the channel partner program structure, including tiered benefits, deal registration, and co-marketing funds (MDF).
• Conflict Resolution: Mediate deal registration overlaps and channel conflicts neutrally to maintain ecosystem trust.

• Leadership: Minimum 8–10 years of experience in channel sales, with at least 3–5 years leading a sales team.
• Regional Expertise: Deep understanding of the Saudi Arabian market, local business culture, and regulatory frameworks.
• Domain Knowledge: Proven track record in B2B technology ecosystems (SaaS, Enterprise Software, Cloud, or IT Infrastructure).

• Strategic Thinking: Demonstrated success in expanding geographic reach, launching new offerings, or entering new verticals.
• Communication: Fluent in English; professional Arabic language proficiency is highly preferred.
• Analytical Skills: Strong command over sales metrics, pipeline data, and market forecasting.

If this is your dream role, then we'd love to hear from you.