Classera is seeking an experienced and results-driven Channel Sales Manager to take charge of building and expanding its partner ecosystem throughout the MENA region. This strategic position is pivotal in developing and strengthening indirect sales through regional partners, including resellers, consultants, system integrators, and training organizations.
Operating from Jordan, the Channel Sales Manager will be responsible for identifying new partners, guiding them through onboarding and enablement processes, and helping them grow their business with Classera’s solutions in both education and workforce training. The ideal candidate will have a successful background in channel sales or indirect business development, along with a deep understanding of MENA’s diverse market dynamics, including GCC, North Africa, and the Levant.
Core Responsibilities
Channel Strategy & Development
- Define and implement a partner strategy across MENA that supports Classera’s growth in both the education and corporate training sectors.
- Target and recruit qualified partners in key countries including Egypt, Saudi Arabia, UAE, Jordan, Lebanon, Iraq, Morocco, Tunisia, and others.
- Develop clear criteria for partner selection and performance expectations.
- Build a scalable partner model, focusing on long-term revenue generation and mutual business success.
Partner Enablement & Onboarding
- Design and execute comprehensive onboarding programs to bring new partners up to speed on Classera’s offerings, go-to-market approach, and sales tools.
- Provide ongoing training on products, pricing, sales processes, and competitive differentiation.
- Ensure partners have the necessary marketing and sales collateral, technical documentation, and support to succeed in their territories.
Indirect Revenue Growth
- Collaborate with partners to develop and close high-value sales opportunities.
- Drive co-selling initiatives and guide joint account planning and lead development.
- Regularly track sales performance, forecast indirect revenue, and implement corrective actions when targets are not met.
- Help partners build their own business plans aligned with Classera’s revenue goals.
Relationship & Performance Management
- Build strong, trust-based relationships with partners at all levels—from executives to sales and technical teams.
- Lead quarterly business reviews (QBRs) with key partners to assess performance, share feedback, and align on goals.
- Resolve issues and manage partner escalations with professionalism and agility.
- Establish loyalty and long-term engagement through recognition, collaboration, and transparent communication.
Market Insights & Regional Planning
- Continuously monitor regional trends, government initiatives, and the competitive landscape in MENA to inform partner strategy.
- Share actionable insights with internal teams (sales leadership, product, and marketing) to adjust go-to-market and product positioning.
- Stay up-to-date on relevant industry events, partner conferences, and government-led training reforms.
- Maintain accurate CRM records of partner activity, sales pipelines, and performance metrics.
Required Qualifications
- Bachelor’s degree in Business Administration, Sales, Education, or a related discipline (MBA is preferred but not mandatory).
- Minimum of 5 years of experience in channel sales, indirect sales, or business development, ideally in EdTech, SaaS, or training ecosystems.
- A strong track record of managing partners in complex, multi-country environments across MENA.
- Experience in both the education and enterprise training domains is highly desirable.
- Demonstrated ability to drive indirect sales targets and manage partner accountability.
- Fluency in English and Arabic; French proficiency is advantageous (especially for North Africa).
Key Attributes for Success
- Strategic Mindset: Ability to balance big-picture thinking with detailed execution plans.
- Partner-Centric Approach: Skilled in nurturing partner relationships and aligning joint business priorities.
- Sales Acumen: Experienced in managing long and consultative sales cycles via partners.
- Cultural Agility: Comfortable working with diverse partners in both public and private sectors across MENA.
- Strong Communicator: Excellent written, verbal, and presentation skills, capable of influencing both internally and externally.
- Cross-Functional Collaborator: Able to coordinate efforts with marketing, product, legal, and technical teams to support partner success.
