Channel Sales Director

Job Purpose

Lead Classera’s channel sales strategy and drive revenue growth through a productive network of resellers, referral partners, distributors, and systems integrators.

The role owns partner recruitment, activation, enablement, and commercial performance, working closely with vertical leaders and regional sales teams to expand market coverage and achieve channel revenue targets.

The position is based in Egypt and requires managing and developing channel partnerships across multiple international markets, with a strong focus on GCC markets, particularly Saudi Arabia.

Strong preference will be given to candidates with proven channel sales experience in Education, Training Solutions, and EdTech across GCC markets, particularly Saudi Arabia.

Key Responsibilities

Channel Strategy and Revenue Growth

• Develop and execute the channel sales strategy across priority markets and Classera’s product portfolio.
• Own channel revenue targets, pipeline development, and sales forecasting in alignment with vertical and regional business plans.
• Identify opportunities for market expansion, new partner channels, and cross-selling through partners.
• Build scalable channel models that support growth across multiple markets.

Partner Recruitment and Activation

• Identify, evaluate, recruit, and onboard partners with relevant market access, customer relationships, and sales capabilities.
• Develop partner segmentation, selection criteria, and performance expectations.
• Negotiate partner agreements and commercial terms within approved company policies and authority limits.
• Drive partner activation from onboarding through qualified opportunity creation and first closed sale.
• Build and maintain a strong network of resellers, distributors, systems integrators, and strategic partners.

Joint Go-to-Market Execution

• Build and execute joint GTM plans covering named accounts, target sectors, sales activities, revenue targets, timelines, and owners.
• Work with partners and internal sales teams to develop opportunities, coordinate proposals, and close deals.
• Support partners throughout complex sales cycles, particularly enterprise and government opportunities.
• Coordinate joint campaigns, events, and market development activities with Marketing.

Partner Enablement and Performance

• Coordinate product training, sales certification, demonstrations, and access to relevant sales resources.
• Ensure partners understand Classera’s solutions, value propositions, and target customer segments.
• Conduct regular pipeline reviews and quarterly business reviews with key partners.
• Establish improvement plans for underperforming partners.
• Recommend changes to the partner network when needed.
• Monitor partner productivity, engagement, revenue contribution, and opportunity conversion.

Channel Governance and Collaboration

• Implement opportunity registration and account ownership processes to manage channel conflicts and coordinate with direct sales teams.
• Maintain accurate partner records, opportunities, pipeline, and forecasts in the CRM.
• Coordinate with vertical leaders, Pre-Sales, Marketing, Finance, Legal, and regional sales teams to support partner execution.
• Ensure commercial agreements and partner activities comply with company policies.
• Monitor market trends, competitor channel programs, customer needs, and partner feedback to continuously improve the channel model.

Required Qualifications and Experience

• Bachelor’s degree in Business Administration, Marketing, Technology, or a related field.
• At least 8 years of experience in technology, SaaS, or solutions sales.
• At least 5 years of experience in channel sales, partnerships, alliances, or partner management.
• Demonstrated experience building or scaling partner programs across multiple markets.
• Proven track record of achieving revenue targets through partners.
• Strong experience converting partner relationships into measurable sales opportunities and closed business.
• Experience developing joint business plans and go-to-market strategies.
• Strong commercial negotiation and partner agreement experience.
• Experience managing complex enterprise sales opportunities.
• Strong CRM, pipeline management, forecasting, and sales analysis capabilities.
• Strong stakeholder and executive relationship management skills.
• Professional fluency in English.
• Willingness and ability to travel internationally as required.

Preferred Qualifications

• Experience in Education, Training Solutions, or EdTech.
• Experience selling LMS, TMS, SIS, digital learning, enterprise learning, or related technology solutions.
• Successful channel sales experience across GCC markets, particularly Saudi Arabia.
• Previous responsibility for regional or global partner networks.
• Established network of resellers, systems integrators, distributors, and strategic partners.
• Existing relationships with partners serving schools, universities, ministries, government organizations, enterprises, or training institutions.
• Understanding of education and training procurement processes.
• Experience with government tenders and complex procurement cycles.
• Arabic language proficiency.
• Experience working with partners across Saudi Arabia, UAE, Qatar, Kuwait, Oman, Bahrain, or other GCC markets.

Core Competencies

• Commercial ownership and results orientation.
• Channel sales and partner ecosystem development.
• Executive relationship management.
• Strategic planning with hands-on sales execution.
• Negotiation and commercial judgment.
• Partner recruitment and activation.
• Cross-functional leadership and collaboration.
• Pipeline and forecast management.
• Data-driven performance management.
• Strong communication and presentation skills.
• Ability to operate effectively across different markets and cultures.

Key Performance Indicators

• Channel revenue achievement against target.
• Qualified partner-sourced pipeline.
• Partner pipeline coverage.
• Number of active and revenue-generating partners.
• Partner activation rate.
• Time from partner onboarding to first qualified opportunity.
• Time to first closed sale.
• Partner opportunity conversion rate.
• Partner win rate.
• Execution of joint GTM plans.
• Revenue contribution per partner.
• Forecast accuracy.
• CRM data quality.
• Partner retention and productivity.