Channel Operations Manager

Country

United Arab Emirates

City

Dubai

Job ID

46741

Department

Alliances

The Channel Operations Manager, MEA and Emerging Markets manages, develops, and accelerates Infor's partner ecosystem across the Middle East & Africa (MEA) and Eastern Europe. The role enables partners to sell, implement, and support Infor's cloud-based ERP and industry-specific SaaS solutions.

A Day In The Life Typically Includes:

• Own and manage a portfolio of partners across tier-one and tier-two markets
• Drive partner-attributed sales targets and revenue growth
• Ensure partners are enabled, certified, and aligned to Infor's go-to-market strategy
• Act as the primary liaison between Infor and its partners, ensuring operational alignment and a consistent, high-quality customer experience
• Build and maintain trusted, long-term relationships with strategic partners
• Co-develop annual partner business plans (revenue/ACV targets, solution/industry focus, market coverage)
• Conduct regular performance and governance reviews (QBRs)
• Lead forecast calls and pipeline reviews
• Monitor key performance indicators (revenue growth, win rates, deal conversion, sales cycle, forecast accuracy)
• Design and execute enablement programs (product portfolio, cloud value proposition, sales methodologies)
• Drive completion and maintenance of partner certifications
• Administer and promote Infor's Partner Program
• Collaborate with marketing teams on joint go-to-market plans
• Identify and recruit new partners
• Manage onboarding and early-stage enablement
• Define roles and responsibilities for co-delivery and service engagements
• Oversee partner commission and incentive processes
• Track and report partner performance metrics
• Act as the voice of the partner internally, collaborating with cross-functional teams

Territory, Coverage Model & Travel:

• Regional scope: MEA and Eastern Europe
• Tier-One Countries (high-touch, onsite): Saudi Arabia, Poland, Czechia, South Africa, UAE, Israel
• Tier-Two Countries (remote-first): All other MEA and Eastern Europe markets
• Travel requirement: Up to 50% across the region, higher frequency in tier-one countries

Key Competencies:

• Strategic relationship management
• Commercial acumen & negotiation
• Forecasting discipline & analytical rigor
• SaaS/ERP solution and industry knowledge
• Cross-functional collaboration and influence
• Results orientation and accountability
• Coaching, enablement, and partner development
• Cultural awareness and adaptability

Performance Metrics:

• Partner-attributed revenue and ACV growth (by region and tier)
• Partner pipeline coverage, forecast accuracy, and win rates
• Certification, enablement, and activation of partners
• Partner satisfaction (NPS, retention, engagement)
• Ecosystem growth and health (coverage, capacity, quality)

Basic Qualifications:

• Bachelor's degree in Business, IT, Engineering, or related field (MBA preferred)
• 5–8 years of experience in channel or partner management, ideally within SaaS, ERP, or enterprise software
• Success managing partners in a quota-carrying/revenue-driving role across multi-country territories
• Strong understanding of SaaS/cloud business models, partner economics, enterprise sales processes
• Experience in business planning, QBRs, pipeline management, forecasting, joint go-to-market, and demand generation
• Excellent communication, negotiation, and presentation skills
• Fluent in English; additional regional languages (Arabic, Polish, Czech, etc.) are an advantage
• Willingness and ability to travel up to 50% across MEA and Eastern Europe

About Infor

Infor is where ambition meets impact. Join a global community of bold thinkers and innovators, where your expertise doesn't just solve problems. it shapes industries, unlocks opportunities, and creates real-world impact for billions of people. At Infor, you're not just building a career. you're helping to build what's next.

Infor is a global leader in business cloud software products for companies in industry specific markets. Infor builds complete industry suites in the cloud and efficiently deploys technology that puts the user experience first, leverages data science, and integrates easily into existing systems. Over 60,000 organizations worldwide rely on Infor to help overcome market disruptions and achieve business-wide digital transformation.

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