Channel & Strategic Partnerships Manager – AI

Channel & Strategic Partnerships Manager – AILocation: Abu Dhabi, UAEEmployment Type: Full-timeRole Type: Individual Contributor, with potential to evolve into a regional leadership roleRole OverviewA fast-growing AI technology company is seeking a high-impact Channel & Strategic Partnerships Manager to build, activate, and scale its partner ecosystem across the UAE and progressively the wider MENA region.This is a commercial, revenue-oriented partnerships role. The successful candidate will be responsible not only for identifying and onboarding partners, but for turning those relationships into qualified pipeline, joint solutions, and closed business.The role will work across a broad AI portfolio spanning strategy, applications, infrastructure, cloud, security, and AI data centers.We are looking for someone who understands how to build a partner ecosystem from the ground up and can operate across hyperscalers, technology vendors, system integrators, consulting firms, distributors, and strategic ecosystem partners.The role will initially focus on the UAE market, with progressive expansion across MENA as the partner ecosystem and business scale.Scope of Solutions & ServicesThe partner ecosystem will support solutions and services across:AI Strategy & TransformationAI Engineering & ApplicationsAI Infrastructure & CloudAI Security & RiskAI Data Centers & AI FactoriesThe role will identify where partnerships can accelerate market access, strengthen solution capabilities, create differentiated propositions, and generate new revenue opportunities.Key ResponsibilitiesPartner Strategy & Ecosystem DevelopmentDefine and execute the partner and channel strategy for the UAE market.Identify, prioritize, recruit, and develop strategic partners aligned with business and growth priorities.Build relationships across key partner categories, including:Hyperscalers and cloud providersAI and technology vendorsSystem integratorsConsulting and advisory firmsInfrastructure and data center partnersDistributors and channel partnersIndustry and ecosystem partnersDevelop clear partner segmentation, prioritization, and engagement models.Identify ecosystem gaps and new partnership opportunities that can accelerate market penetration.Partner-Led Revenue & PipelineOwn partner-sourced and partner-influenced pipeline and revenue targets.Develop joint account plans and identify opportunities where partners can provide access to strategic customers.Build repeatable co-sell motions with priority partners.Drive joint prospecting, opportunity development, and deal execution.Work with Sales teams to identify where partners can accelerate or strengthen strategic opportunities.Maintain visibility over partner pipeline, forecasting, conversion, and commercial performance.Strategic Partnership DevelopmentEstablish senior relationships with key decision-makers across partner organizations.Build strategic partnership plans covering commercial objectives, market opportunities, joint propositions, and investment priorities.Develop relationships beyond contractual agreements by creating clear mutual business value.Identify opportunities for joint solutions, joint go-to-market initiatives, and strategic alliances.Lead commercial discussions and support the negotiation of partnership agreements.Joint Solutions & Go-to-MarketWork closely with Product, Solutions, Engineering, Presales, and Sales teams to develop compelling joint propositions.Translate complementary technologies and capabilities into clear customer solutions.Build joint go-to-market plans around priority industries, use cases, and customer segments.Coordinate joint campaigns, executive engagements, workshops, events, and customer activities.Ensure partners understand the organization’s capabilities, differentiation, and value proposition.Partner Enablement & ActivationDevelop structured onboarding and enablement plans for priority partners.Ensure partner sales and technical teams have the knowledge and tools required to position solutions effectively.Create scalable partner materials, playbooks, sales assets, and engagement processes.Establish clear expectations, governance, and performance metrics for strategic partners.Regularly assess partner engagement and prioritize investment toward relationships demonstrating commercial potential.Deal & Commercial OrchestrationSupport complex partner-led and multi-party opportunities from qualification through closure.Define appropriate engagement and commercial models, including referral, resale, co-sell, and strategic alliance structures.Coordinate internally across Sales, Presales, Delivery, Product, Finance, and Legal.Support commercial negotiations, contracts, partner agreements, and governance.Maintain clarity around account ownership, opportunity registration, commercial responsibilities, and partner economics.Market & Ecosystem IntelligenceDevelop a strong understanding of the UAE AI and technology ecosystem.Track major technology partnerships, market developments, competitors, and emerging ecosystem opportunities.Provide actionable partner and market intelligence to leadership.Represent the organization at relevant partner forums, technology events, and ecosystem engagements.Qualifications8+ years of experience in channel sales, alliances, partnerships, business development, or ecosystem roles within enterprise technology.Strong experience in one or more of the following areas: AI, cloud, cybersecurity, infrastructure, data, software, or advanced technology.Demonstrated experience building and managing commercially successful partner relationships.Proven ability to generate measurable pipeline and revenue through partners.Experience working with hyperscalers, global technology vendors, system integrators, distributors, or consulting partners.Strong understanding of enterprise technology sales cycles and partner-led selling.Ability to navigate complex commercial and multi-party relationships.Strong executive communication, influencing, and negotiation skills.Ability to work autonomously in a fast-paced, high-growth environment.Strong knowledge of the UAE technology ecosystem and existing partner relationships are highly desirable.Arabic language capability is an advantage.Success ProfileThe ideal candidate is:A commercial ecosystem builder, not simply a relationship manager.Able to identify which partners can materially accelerate revenue and market access.Comfortable creating a partner strategy from the ground up rather than inheriting a mature channel program.Highly connected and credible within the UAE technology ecosystem.Strong at converting strategic relationships into joint propositions, qualified pipeline, and closed business.Able to balance long-term strategic alliances with near-term commercial outcomes.Comfortable navigating relationships across large global technology companies, local partners, and internal teams.Structured, commercially rigorous, and disciplined around partner performance.Highly autonomous and motivated by building something that can scale.What Success Looks LikeSuccess in this role means building an ecosystem that actively contributes to growth.Within the first phase, the successful candidate will identify and activate a focused group of high-value strategic partners, establish joint go-to-market motions, and create measurable partner-sourced and partner-influenced pipeline.Over time, the role will build a scalable partner model that expands market reach across the UAE and ultimately the broader MENA region, while positioning partnerships as a meaningful and sustainable revenue channel.