Senior Distribution Account Manager, META

Available Locations: Dubai, UAE

What you'll do:

Cloudflare is looking for a Distribution Account Manager (DAM) to build and scale our two-tier (2T) distribution business across the region. Based in Dubai, you will own the relationship with our distributors and their reseller ecosystem, and turn distribution into a scalable engine for recruiting partners, enabling them, generating demand, and transacting business efficiently.
You will work as an extended member of the Channel team, owning the distribution-led go-to-market segment as a complement to our focused partners. Your job is to make our distributors productive: recruit and onboard the right resellers through them, make sure those resellers are certified and capable on Cloudflare, drive demand generation with marketing programs and incentives (MDF/SPIFF), and keep the operational machine running so business flows through distribution at scale. You will build joint business plans with distributor executives, run regular business reviews (QBRs), own the distribution pipeline and forecast, and support the Cloudflare regional sales team to hit its targets.
This is a hands-on, execution-focused role for someone who knows two-tier distribution well and can both define a plan and deliver it.

Additional responsibilities will include:

• Lead Distribution Joint Business Planning with our distributors to build the right partner ecosystem, demand generation, and growth across
  the region.
• Ensure territory coverage in alignment with regional sales leadership.
• Define the partner coverage needed, and recruit and onboard the right two-tier partners — VARs and/or MSSPs — through our distributors.
• Drive distributor- and partner-led business planning with top distributor-led resellers to generate distributor- and partner-initiated opportunities (DIO/PIO) through deal registration programs — measured on explicit KPIs: pipeline generation, booked revenue, and partner activation.
• Ensure partner enablement and certification — make sure distributors deploy the right enablement tools and programs so their resellers are fully certified and capable of selling and supporting Cloudflare's Cloud Native Security Solutions.
• Develop and run the distribution demand generation plan, using marketing programs and incentives (MDF/SPIFF).
• Own the distribution pipeline — forecast, manage the sales process, and achieve sales targets — supporting the Cloudflare regional sales
  team.
• Support distributors in account planning, account mapping sessions, prospecting, and opportunity qualification, working alongside
  distributor resources.
• Own executive alignment with distributor stakeholders through regular business reviews and QBRs.
• Ensure the deployment of Cloudflare partner programs across distribution, including compliance, auditing, and day-to-day operational
  execution.
• Be an advocate for Cloudflare in the region — represent Cloudflare at partner- and customer-facing events, and know our solutions and use cases well enough to clearly articulate the value proposition.

Examples of desirable skills, knowledge and experience:

• Fluency in English; Arabic or other regional languages are an advantage.
• Knowledge of the Middle East & Africa channel and distribution landscape.
• 8+ years in distribution and/or partner management within a two-tier (2T) go-to-market model, recruiting and developing strategic
  partners through distribution.
• Direct experience managing value-added distributors (VADs) and their reseller ecosystems.
• Solid working knowledge of cloud infrastructure, SaaS, and cybersecurity solutions, gained selling at a cloud-native, fast-paced, high growth company.
• Experience with channel governance, the MEDDPICC sales qualification methodology, and SFDC forecast discipline, with a proven track record of sales execution.
• Experience in the Mid-Market / Commercial GTM segment, and comfortable with its dynamics — higher volume and velocity, a broader partner base, and faster sales cycles — versus the lower-volume, high-touch nature of top-end enterprise accounts. This is where two-tier distribution adds the most leverage.
• Experience defining partner coverage, and recruiting and onboarding two-tier partners.
• Extensive experience influencing and aligning with C-level executives within distributors and their reseller ecosystems.
• Proven record of both designing partner strategies and executing the plans.
• Experience using data and analytics tools to drive outcomes, and leveraging automation (AI-led) to improve day-to-day effectiveness —including building analytics dashboards or using AI-driven business intelligence to spot regional channel trends.
• Direct experience in high-growth companies, leading organizational change and digital transformation within a channel ecosystem.
• Strong communication, negotiation, and presentation skills, with the ability to translate data into executive-level action.
• Ability to travel up to 30–50% within the assigned region, depending on business needs, with occasional travel to global Cloudflare offices.