Partner Account Manager-Middle East

The Partner Account Manager (PAM) owns a named book of Keka partners across the GCC, managing the entire program execution pipeline, co‑sell operations, and partnership experience. Based in Dubai, the role requires frequent travel across UAE, Qatar, Oman and other GCC markets as the ecosystem expands. A valid Gulf‑country work permit is mandatory.

Key Responsibilities

• Own end‑to‑end program execution pipeline and ensure smooth collaboration across sales, marketing, operations and finance teams.
• Serve as the single point of escalation for partner revenue contribution and partner experience within the region.
• Execute the ME Partner Program: onboarding, certifications, MDF usage, branding, incentives, rebates, and commissions under the Sell‑Through model.
• Maintain clean partner data in CRM/PRM: certifications, contacts, opportunities, license inventory.
• Oversee deal registration, contract renewals, SLA adherence, and MDF claim validation in line with regional commercial guardrails.
• Drive pipeline creation and co‑sell support; lead commercial negotiation, margin discussion, and conflict resolution with named partners.
• Build partner sales plans, joint customer‑success plans, reference‑customer development, and upsell/cross‑sell motions tailored to GCC buyer behavior.
• Run joint GTM country‑specific campaigns, key plays, enablement milestones, and co‑marketing execution across UAE, Qatar, Oman, and adjacent markets.
• Support land‑and‑expand within key accounts and contribute to UAE market build‑out and new‑country activation.
• Conduct QBRs, MBRs, weekly cadences, forecasting accuracy reviews, pipeline hygiene checks, and partner scorecard management.
• Coordinate with Sales, Marketing, Ops, Finance, Legal, CS, Pre‑Sales, AE, and Channel Leadership across India HQ and the ME region.
• Resolve commercial, operational, and support escalations; manage budgets and deal‑desk for partner investments.
• Maintain executive alignment with founder, VP, and C‑level stakeholders at top partners; conduct annual business reviews and create multi‑year growth roadmaps.
• Monitor partner health scores, journey mapping, NPS, and advisory‑board participation; build partner community and execute clean exit/onboarding as required.

Qualifications

• 10+ years in channel/alliances/partner account management within a B2B SaaS or enterprise‑tech company.
• Valid visa/work permit for Gulf countries.
• Experience operating in the GCC (UAE, Qatar, KSA, Oman, Bahrain, Kuwait) with an existing network of regional resellers, consultants or implementation firms.
• Strong commercial instincts: margin, incentives, deal economics, Sell‑Through mechanics, and conflict resolution.
• CRM/PRM hygiene discipline and structured QBR/forecasting cadence.
• Senior stakeholder presence; comfortable with VP/C‑level and founder‑led conversations.
• Willingness to travel frequently across the GCC.
• Arabic language proficiency (spoken or written) is an asset.

Nice‑to‑Have

• HR‑tech, fintech, or payroll‑adjacent industry exposure; familiarity with WPS, GCC labor frameworks, or end‑of‑service benefits.
• Experience scaling a partner book from a handful to 50+ active partners in an emerging market.
• Prior exposure to PRO services, outsourcing, or BPO ecosystems in the region.

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