Channel Sales Leader - BMS - KSA

The Future Is What We Make It. When you join Honeywell, you become a member of our Global team of thinkers, innovators, dreamers and doers who make the things that make the future. By changing the way we fly, fueling jets in an eco-friendly way, keeping buildings smart and safe and even making it possible to breathe on Mars. Make the Best You. Working at Honeywell is not just about developing cool things. All our employees enjoy access to dynamic career opportunities across different fields and industries. Join us and Make an Impact. The Purpose of the Role We are seeking a visionary and results-driven Channel Business Sales Leader to drive our indirect go-to-market strategy and accelerate revenue growth across Building Management Systems of Honeywell Technologies. You will manage a high-performing team of 10 headcount (HC) distributed across Saudi Arabia, focusing on scaling our partner ecosystem and delivering $20M+ annual turnover. Your primary mission is to expand our market footprint through three strategic pillars: geographic expansion, vertical industry penetration, and portfolio offering expansion. Key Responsibilities Strategic Growth & Expansion Geographic Expansion : Scale market presence beyond main hubs (Riyadh/Jeddah) into Tier 2 and Tier 3 cities across Saudi Arabia. Vertical Expansion : Identify and penetrate untapped industry verticals (e.g., DC, Hospitality, Government, Healthcare, O&G, Energy) through specialized partner alignment. Offering Expansion : Drive partner enablement to upsell and cross-sell our full portfolio, ensuring adoption of new offerings and cloud/subscription services. Go-To-Market Strategy : Design and execute the annual channel business plan aligned with regional macroeconomic trends and Vision 2030 initiatives. Team Leadership & People Management Headcount Management : Direct, coach, and mentor a remote team of 10 channel managers and partner specialists based in Saudi Arabia. Performance Tracking : Establish clear KPIs, quotas, and development plans to maximize team productivity and retention. Talent Development : Build localized capabilities and support Saudization goals through targeted hiring and skills training. Partner Ecosystem Management Relationship Cultivation : Manage executive-level relationships with tier-1 distributors, system integrators (SIs), and value-added resellers (VARs). Program Execution : Optimize the channel partner program structure, including tiered benefits, deal registration, and co-marketing funds (MDF). Conflict Resolution : Mediate deal registration overlaps and channel conflicts neutrally to maintain ecosystem trust. Experience Leadership : Minimum 8–10 years of experience in channel sales, with at least 3–5 years leading a sales team. Regional Expertise : Deep understanding of the Saudi Arabian market , local business culture, and regulatory frameworks. Domain Knowledge : Proven track record in B2B technology ecosystems (SaaS, Enterprise Software, Cloud, or IT Infrastructure). Skills Strategic Thinking : Demonstrated success in expanding geographic reach, launching new offerings, or entering new verticals. Communication : Fluent in English; professional Arabic language proficiency is highly preferred. Analytical Skills : Strong command over sales metrics, pipeline data, and market forecasting. If this is your dream role, then we'd love to hear from you.

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Strategic Growth & Expansion: Geographic expansion beyond main hubs into Tier 2 and Tier 3 cities; Vertical expansion across industries; Offering expansion through partner enablement for upsell/cross-sell of full portfolio including cloud/subscription services. Go-To-Market Strategy: Design and execute the annual channel business plan aligned with regional trends and Vision 2030. Team Leadership: Manage a remote team of 10 channel managers and partner specialists; establish KPIs, quotas, and development plans; build localized capabilities and Saudization-focused hiring/training. Partner Ecosystem Management: Manage executive-level relationships with tier-1 distributors, system integrators, and VARs; optimize channel program structure, deal registration, and co-marketing funds; mediate channel conflicts to maintain ecosystem trust.