- Location
- Dubai, Dubai, AE
- Type
- Full-time
- Seniority
- Manager
- Experience
- 3+ years
- Source
- BetterTeam
Description
About SamTech Middle East:
SamTech Middle East FZ LLC is a technology company specializing in fleet management, GPS tracking, telematics, and smart mobility solutions. Our flagship Smarttrace platform enables organisations to improve fleet visibility, operational efficiency, safety, asset utilisation, and overall fleet performance.
As part of our growth strategy, we are expanding our indirect sales and channel network across the UAE and wider regional markets.
Job Summary:
We are looking for an experienced and commercially driven Channel Partner Manager to develop, manage, and grow SamTech’s reseller, distributor, system integrator, and strategic partner network.
The successful candidate will be responsible for identifying and recruiting suitable channel partners, developing joint business plans, enabling partners to effectively position SamTech solutions, and generating a healthy pipeline of opportunities through the indirect sales channel.
This is a hands-on role requiring a combination of partner management, business development, sales, relationship building, and commercial execution.
Key Responsibilities:
Channel Partner Development:
- Identify, research, and recruit new channel partners, resellers, distributors, system integrators, and technology partners.
- Develop and maintain a strong partner pipeline across target markets and industry segments.
- Assess potential partners based on market reach, customer base, technical capabilities, sales capacity, and strategic fit.
- Establish productive and long-term relationships with key partner stakeholders.
- Develop partner onboarding and engagement plans.
Partner Sales & Business Development:
- Work closely with partners to identify new business opportunities and develop qualified sales pipelines.
- Create joint business plans, sales strategies, and go-to-market initiatives with key partners.
- Support partners in identifying target customers, verticals, projects, tenders, and opportunities.
- Monitor partner-generated opportunities from identification through qualification, proposal, negotiation, and closure.
- Drive revenue growth through the indirect channel and ensure partners are actively generating business.
Partner Enablement:
- Provide partners with the necessary product knowledge, sales support, presentations, solution information, and commercial materials.
- Coordinate product and solution training for partners in collaboration with the technical and product teams.
- Ensure partners understand SamTech’s solutions, value proposition, target markets, and competitive positioning.
- Support partners in preparing technical and commercial proposals where required.
Opportunity & Pipeline Management:
- Maintain accurate records of partner activities, opportunities, forecasts, and sales pipelines.
- Regularly review partner performance and opportunity status.
- Track KPIs including partner recruitment, partner activation, pipeline generation, revenue contribution, and conversion rates.
- Provide regular channel sales reports and management updates.
- Identify gaps in partner performance and develop corrective action plans.
Strategic Partnerships:
- Identify opportunities for strategic alliances with companies whose products or services complement SamTech’s solutions.
- Explore opportunities with system integrators, fleet solution providers, IT companies, security companies, automotive businesses, government suppliers, and other relevant organisations.
- Develop joint marketing, tender, project, and business-development opportunities.
Internal Coordination:
- Work closely with Sales, Marketing, Technical, Projects, Finance, and Management teams to support partner opportunities.
- Coordinate internally to ensure partner requirements and customer opportunities are addressed efficiently.
- Provide market feedback regarding customer requirements, competitor activity, pricing, and market trends.
Key Performance Indicators (KPIs):
Performance will be measured against agreed channel-development and revenue targets, including:
- Number of qualified channel partners recruited.
- Number of active and revenue-generating partners.
- Partner-generated sales pipeline.
- Partner-generated revenue and gross margin.
- Number and value of qualified opportunities.
- Partner conversion/win rates.
- Partner activation and engagement levels.
- Achievement of monthly, quarterly, and annual channel targets.
- Growth of the channel network across targeted markets.
Requirements:
- Bachelor’s degree in Business Administration, Sales, Marketing, IT, Engineering, or a related field.
- 3–7 years of experience in channel sales, partner management, business development, B2B sales, or a related role.
- Experience working with resellers, distributors, system integrators, technology partners, or strategic business partners.
- Proven ability to develop and manage a sales pipeline through indirect channels.
- Strong understanding of B2B sales cycles and partner-led business models.
- Experience in fleet management, telematics, GPS tracking, IoT, SaaS, mobility, automotive technology, IT solutions, security solutions, or related technology sectors is highly advantageous.
- Strong commercial awareness and negotiation skills.
- Excellent communication, presentation, and relationship-management skills.
- Ability to work independently while coordinating effectively with internal teams.
- Strong analytical and reporting skills.
- Proficiency in Microsoft Office and CRM/business-development tools.
- Willingness to travel within the UAE and internationally when required.
Preferred Candidate Profile:
We are particularly interested in candidates who:
- Have an established network of technology resellers, system integrators, distributors, fleet companies, or corporate customers.
- Have successfully recruited and activated channel partners in previous roles.
- Understand how to build a partner ecosystem rather than relying solely on direct sales.
- Are commercially driven and comfortable working against measurable revenue targets.
- Can independently identify opportunities and convert relationships into business.
- Have experience working on government, enterprise, fleet, transportation, logistics, or technology projects and tenders.
- Are confident presenting technology solutions to senior decision-makers.
What We Offer:
- An opportunity to play a key role in expanding SamTech’s regional channel ecosystem.
- Exposure to innovative fleet management and telematics solutions.
- A performance-driven environment with opportunities for professional growth.
- Competitive salary and performance-based incentives.
- Opportunity to work with regional and international partners and customers.
How to Apply:
Interested candidates are invited to submit their CV along with a brief summary of their channel-sales experience, key markets covered, and examples of partners or business opportunities developed.
SamTech Middle East FZ LLC is an equal opportunity employer and welcomes qualified candidates to apply.
Skills
Negotiation
