Field Partner Leader, MEA

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Field Partner Leader, MEA based in India.

This is a senior partner-sales role responsible for building and scaling channel and distribution business across India, the Middle East, and Africa. You will own the partner strategy across a diverse ecosystem of distributors, resellers, system integrators, MSPs, and hyperscalers. The role combines territory strategy, partner recruitment, joint business planning, enablement, pipeline development, and revenue accountability. You will work across multiple markets with different levels of maturity, adapting partner motions while maintaining a unified regional strategy. Success requires strong executive presence, commercial discipline, and the ability to build trusted relationships remotely across cultures and time zones. The position offers significant autonomy and direct influence over partner-led growth across a broad international territory.

Accountabilities
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Own and execute the channel and distributor strategy across India, the Middle East, and Africa, adapting the approach to regional dynamics and partner types.

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Recruit, onboard, develop, and manage distributors, resellers/VARs, system integrators, MSPs, and hyperscaler or cloud alliance partners.

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Identify coverage gaps and build a partner ecosystem that addresses whitespace across the territory.

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Develop and execute joint business plans with priority partners and distributors, aligning commercial goals, investments, and go-to-market activities.

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Lead regular quarterly business reviews with distributors and strategic partners, tracking commitments, pipeline health, performance, and progress against agreed plans.

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Design and deliver partner enablement programs covering product, sales, and technical readiness to help partners independently position and sell solutions.

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Plan and execute partner-focused go-to-market initiatives, including regional roadshows, distributor summits, and partner events designed to generate pipeline and strengthen relationships.

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Own partner pipeline and forecast governance, maintaining accurate visibility into partner-sourced and partner-influenced revenue.

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Establish and monitor partner performance metrics, including revenue contribution, pipeline, enablement completion, and distributor scorecards.

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Hold partners accountable for agreed targets and drive continuous improvement in partner performance.

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Manage a geographically broad territory primarily remotely, developing durable relationships across different cultures and time zones while prioritizing travel for high-impact engagements.

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Collaborate with sales, marketing, product, and other internal teams to align partner-led motions with direct sales coverage and keep partners informed about product developments.

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Represent the business credibly with distributor and partner executives across the region.

Requirements

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7–10 years of quota-carrying experience in channel sales, partner sales, distribution management, or a closely related commercial function.

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Direct experience managing partners across India, the Middle East, and/or Africa.

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Demonstrated experience working across multiple partner types, including distributors, resellers/VARs, system integrators, MSPs, and hyperscalers.

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Proven ability to develop and manage distributor strategies, including partner recruitment, territory coverage, onboarding, lifecycle management, and performance management.

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Experience creating and executing joint business plans and leading QBRs that result in measurable partner performance.

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Strong pipeline development, forecasting, and revenue-management capabilities, with a disciplined approach to delivering accurate and timely forecasts.

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Experience using Salesforce or an equivalent CRM, along with campaign or partner-program management tools.

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Strong remote