Channel Sales Leader - BMS - KSA

Role Overview

Channel Sales Leader - Building Management Systems (BMS) at Honeywell Technologies, based in Saudi Arabia. You will lead the indirect go-to-market strategy and drive revenue growth across the region.

Role Purpose

Drive acceleration of indirect channel sales revenue across Building Management Systems in Saudi Arabia by managing a distributed team of 10, scaling the partner ecosystem, and delivering $20M+ annual turnover through geographic expansion, vertical industry penetration, and portfolio offering expansion.

Key Responsibilities

Strategic Growth & Expansion

• Scale market presence beyond main hubs in Riyadh and Jeddah into Tier 2 and Tier 3 cities across Saudi Arabia.
• Identify and penetrate untapped industry verticals including data centers, hospitality, government, healthcare, oil and gas, and energy through specialized partner alignment.
• Drive partner enablement to upsell and cross-sell the full portfolio, ensuring adoption of new offerings and cloud/subscription services.
• Design and execute the annual channel business plan aligned with regional macroeconomic trends and Vision 2030 initiatives.

Team Leadership & People Management

• Direct, coach, and mentor a remote team of 10 channel managers and partner specialists based in Saudi Arabia.
• Establish clear KPIs, quotas, and development plans to maximize team productivity and retention.
• Build localized capabilities and support Saudization goals through targeted hiring and skills training.

Partner Ecosystem Management

• Manage executive-level relationships with tier-1 distributors, system integrators, and value-added resellers.
• Optimize the channel partner program structure, including tiered benefits, deal registration, and co-marketing funds.
• Mediate deal registration overlaps and channel conflicts neutrally to maintain ecosystem trust.

Qualifications & Experience

• Minimum 8–10 years of experience in channel sales, with at least 3–5 years leading a sales team.
• Deep understanding of the Saudi Arabian market, local business culture, and regulatory frameworks.
• Proven track record in B2B technology ecosystems such as SaaS, enterprise software, cloud, or IT infrastructure.

Skills & Competencies

• Demonstrated success in expanding geographic reach, launching new offerings, or entering new verticals.
• Fluent in English; professional Arabic language proficiency is highly preferred.
• Strong command over sales metrics, pipeline data, and market forecasting.

Additional Information

• Honeywell Technologies is an equal opportunity employer and values diversity. The company does not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
• Reasonable accommodations will be provided to individuals with disabilities to participate in the job application or interview process, perform crucial job functions, and receive other benefits and privileges of employment.