About Keka & the Middle East Partner Organization
Keka is one of the fastest-growing modern HR-tech platforms, serving 10,000+ businesses globally across HR, payroll, performance, hiring and finance. The Middle East is a strategic growth market for Keka, with active expansion across the UAE, Qatar, Oman, and the wider GCC.
Location- Dubai
Role Summary
The PAM owns a named book of Keka partners across the GCC end-to-end — program execution, pipeline, co-sell, operations, GTM, cross-functional alignment, and the partner relationship. You are the single throat-to-choke for your partners' revenue contribution and their experience working with Keka in the region.
This role is based in Dubai and requires regular travel across the UAE, Qatar, Oman, and other GCC markets as the ecosystem expands. Candidates must hold a valid visa/work permit for Gulf countries.
Key Responsibilities
Program & Partner Mechanics
- Execute the ME Partner Program — manage partner 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.
Pipeline, Co-Sell & GTM
- Drive pipeline creation, co-sell support, commercial negotiation, margin discussion and conflict resolution across each named partner.
- 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.
Operations, Reviews & Cross-Functional
- Run QBR / MBR / weekly cadences, forecasting accuracy, pipeline hygiene, and partner scorecard management.
- Coordinate with Sales, Marketing, Ops, Finance, Legal, CS, Presales, 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.
Strategic Relationship & Lifecycle
- Executive alignment with founder / VP / C-level stakeholders at top partners; annual business reviews and multi-year growth roadmaps.
- Partner health-score monitoring, journey mapping, NPS, and advisory-board participation.
- Voice-of-partner programs, partner community building, and clean exit/offboarding when required.
Must-Have
- 6–10 years in channel / alliances / partner-account management at a B2B SaaS or enterprise-tech company; carried a partner-sourced number.
- Candidates must hold a valid visa/work permit for Gulf countries.
- Demonstrated experience operating in the GCC — UAE, Qatar, KSA, Oman, Bahrain or 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 at partners.
- Willingness to travel frequently across the GCC.
Nice-to-Have
- HR-tech, fintech, or payroll-adjacent industry exposure; familiarity with WPS, GCC labor frameworks, or end-of-service benefits.
- Arabic language proficiency (spoken or written).
- 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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