Business Development Manager — Channels & Alliances (IoT – Hardware & Software) 28 Months Contract.

Role Summary

We are looking for a senior Business Development Manager to build activate and monetize partner ecosystems across the Middle East and Africa for enterprise information technology and logistics digitization solutions.

This role is not advisory and not passive. It is for someone who already knows the ecosystem has relationships and can turn partnerships into real pipeline and revenue

What You Will Be Responsible For

Channel and Alliance Creation

• Identify recruit and onboard high-fit systems integrators distributors and resellers across MEA
• Build joint business plans with clear revenue targets and execution timelines
• Define partner coverage models by country and sector

Lead Generation Through Partners

• Turn partners into active lead-generation engines not logo placements
• Launch joint go-to-market activities roadshows and account targeting
• Track partner-sourced pipeline from first lead to deal closure

Business-to-Business and Government Enablement

• Work with partners to pursue enterprise and government opportunities
• Support tender tracking bid coordination and compliant submissions
• Align partner roles across sales delivery and support

Selling Digitization and Technology Solutions

• Enable partners to sell information technology and digitization solutions into logistics infrastructure and government sectors
• Support pilot programs value cases and commercial models
• Drive conversion from proof-of-concept to long-term contracts

Events and Market Presence

• Select and personally attend high-value regional and country-level events
• Pre-book meetings with partners and prospects
• Ensure events generate measurable pipeline and follow-up actions

Qualifications :

Core Focus of the Role (Must-Have)

Success in this role depends on existing working relationships with:

• Systems integrators and technology service providers
• Value-added distributors and resellers
• Telecommunications operators and cloud partners
• Government and enterprise buying ecosystems

• Required Experience

• Strong existing network of systems integrators distributors or alliances across the Middle East and Africa
• 10 years of experience in related fields
• Proven business-to-business and government experience
• Demonstrated success building channels that generate pipeline and revenue
• Experience selling information technology or digitization solutions
• Hands-on involvement in tenders frameworks and partner-led deals

• Profile We Are Looking For

• Seven or more years of experience in channel management or business development
• Commercially driven execution-focused and comfortable holding partners accountable
• Strong negotiation communication and stakeholder management skills
• Able to work independently across multiple countries and cultures

• Language and Mobility

• Excellent professional English is required
• Arabic is strongly preferred
• French or Portuguese is a strong advantage

Additional Information :

• Excellent teamwork and communication skills with the ability to collaborate effectively across departments and with logistics service providers
• Confident and professional manner when interacting with internal teams and external partners
• Mobility and flexibility to work across different time zones including weekends as needed
• Willingness and ability to travel during working hours
• Strong cross-cultural communication skills and openness to working with diverse international teams
• Autonomous and able to work independently with minimal supervision
• Responsible reliable and self-motivated approach to tasks and deadlines

Remote Work :

No

Employment Type :

Full-time