Partner & Channel Sales Manager- Dubai, United Arab Emirates

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IHRE AUFGABEN * Ausarbeitung und Umsetzung von Vertriebsstrategien, Vertriebsplanung für die zuständigen Region / bzw. den definierten Verantwortungsbereich * Identifikation / Akquise neuer Partner (Hunter Approach) innerhalb der definierten Region / Aufgabe im Rahmen der Unternehmens Strategie * Direkte und operative Betreuung von definierten (Key-) Händlern, Kunden und Schulen, Sicherstellung eines konfliktfreien Channel Modells * Account- / Umsatzverantwortung (Umsatz und Marge) für die zuständige Region bzw. den Verantwortungsbereich * Planung und Kontrolle des Vertriebs- wie Marketingbudgets der Händler, Beobachtung des Wettbewerbs und gemeinschaftliche Erarbeitung von Verkaufsförderprogrammen * Produktberatung für das “Audi e-tron foil”, Begeisterung durch persönliche Präsenz und Darstellung des Produktes * Aufbau und Koordination des Händlerteams incl. Beachtung und Sicherstellung notwendiger Zertifizierungen * Regelmäßige Händlermeetings in puncto Ziele und Erreichung, Umsetzung gemeinsamer geplanter Aktivitäten und für Product-Placement Programme / Organisation von Import- und Händlermeetings * Verhandlung, Abschluss und Verlängerung von Partnerverträgen auf Basis des Unternehmens-Partner-Programmes * Einführung von Neuprodukten * Enge Zusammenarbeit mit dem Entwicklerteam und Marketing * Berichterstattung an das Management-Team und Aufbau einer dazu passenden Analysestruktur IHR PROFIL * BA/MA Studium (kaufmännische) oder entsprechende kaufmännische Ausbildung * Mehrjährige Erfahrung im Vertriebs-Innen- & Außendienst (erfolgreicher Aufbau von Geschäftsbereichen und Vertriebswegen) * Motiviert und Fähigkeit zielstrebig Geschäftspartner aufzubauen sowie Verkaufsprozesse mitzugestalten * Belastbar & Teamplayer * Sehr gute Auffassungsgabe & Umsetzungsfähigkeit * Spaß an Kommunikation, Reisen & Kundenkontakt * Englisch verhandlungssicher, Französisch und Spanisch wünschenswert WARUM WIR? Du arbeitest in einem Team leidenschaftlicher Ingenieure, Surfer und Flugzeugkonstrukteure. Als Sales Manager wirst du die „market entry strategy“ des Unternehmens entscheidend mitprägen und die Strategie in die Umsetzung bringen. Mit viel gestalterischer Freiheit bist du Pionier der ersten Stunde in einer neuen Sportart. Gemeinsam mit den Gründern und anderen Kollegen des Unternehmens wirst du das Unternehmen durch die Sales-Strategie ausrichten und eine spannende Situation aus StartUp, Technologie und weltweitem Auftritt leben. Wir suchen einen leidenschaftlichen „Vertriebstypus“ und Sales-Manager, der „out of the box“ denkt und mehr als nur einen Job sucht.

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YOUR MISSION About the Role We are looking for an experienced Upwork Channel Manager to take full ownership of our Upwork operation — from bidding and profile management to analytics, team leadership, and channel development. You will run one of our most important lead generation channels end-to-end, managing bids across multiple profiles and leading a team of lead generators across shifts. This is a senior operator role. You will set the strategy, execute the day-to-day, and be held accountable for real numbers — replies, qualified calls, SQLs, and closed deals.  What You Will Own Bidding & Proposal Strategy * Run the bidding operation end-to-end: bids per month across multiple profiles, with clear quality standards and no drops in view rates. Manage Connect spending: keep cost per SQL in healthy ranges and reconcile refunds from lost/closed jobs. * Own scanner configuration: weekly optimization of underperforming scanners, applying small iterative changes — cover letter variants, profile selection, smart boosting — and scaling what works. * Write and test cover letters: continuous A/B testing of length, opening lines, trust signals, portfolio anchors, and niche framing.  Profile & Channel Development * Optimize profiles for visibility and conversion: titles, descriptions, portfolios, keywords, and positioning. Align every profile with our current propositions, including AI-assisted development. * Launch and onboard new profiles: when the channel can absorb them, plan, launch, and season new profiles to keep the operation scaling. Analytics & Reporting * Track the full funnel weekly: bids → views → replies → calls → SQLs → deals, by profile, by scanner, by day-of-week, by bidder. * Investigate bottlenecks: the reply-to-call conversion is the current priority. Pull the conversation data, find the patterns, test fixes, report on results. Team Leadership * Manage the lead generation team (currently 2–3 people across shifts): set KPIs, run 1:1s, review performance, hire, onboard, and — when needed — make the hard calls on underperformers. * Build processes that scale: standardize how bids are recorded, how SQLs are qualified, how data is logged. The team needs to be measurable, not dependent on any one heroic performer. Cross-functional Collaboration * Work with Sales: hand off SQLs cleanly to the team running qualification calls.  * Work with Analytics: partner on dashboards, data exports, and attribution. YOUR PROFILE What You Bring Must-Haves * 3+ years of hands-on Upwork experience, ideally running a bidding operation for an agency or service business of $10m and more. * Proven track record of improving funnel conversion — not just running volume. You can point to specific numbers you moved. * Strong analytical skills: fluent in spreadsheets, comfortable modeling unit economics (cost per SQL, LTV, CAC), able to read funnel data and form real hypotheses. * Experience managing a lead gen or BDR-style team: hiring, onboarding, performance management, compensation design. * Deep familiarity with Upwork's mechanics: Connects, boosting, algorithm changes, profile optimization, client filtering, scanner/automation tools * Experience bidding across multiple verticals — software development, full-stack, healthcare, logistics, CRM, fintech, or similar. * Excellent written English. You will be writing and editing cover letters, proposals, and profile copy. * Process discipline. You document what you do, you record data consistently, and you expect the same from your team. * Judgment. You know when to enforce process and when to let a high performer operate their own way. Nice-to-Haves * Experience with AI-assisted proposal generation  * Familiarity with LinkedIn / Email outbound * Background in positioning software development agencies or AI-assisted development services. * Experience working with distributed teams across Eastern Europe and other time zones.

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YOUR MISSION Over the years, partnerships have been one of the most powerful and capital-efficient channels for our business. From a historical base of 192 interested leads generated through partner introductions and referrals — resulting in 19 past customers and 4 active customers, including a publicly traded company acquired through our Remote.com partnership — we know this motion works. As Partnerships Manager, You will own and scale this engine. This is a builder role: starting from a strong foundation of informal relationships and past wins, you will formalize and grow two distinct partnership pipelines — Commercial and Marketing — that together drive revenue, brand visibility, and long-term strategic positioning. Business Context & Partnership Model Our partnerships have historically operated across two value streams: Commercial Partnerships — Revenue & Lead Generation The commercial partnerships model is straightforward: we work with organisations whose clients or members are likely to need our services, and we structure introductions, referrals (paid and unpaid), and co-selling arrangements. Partners act as a trusted channel into qualified networks — shortening our sales cycle and increasing close rates because leads arrive with built-in credibility. The Remote.com partnership is a strong proof point: it brought us a publicly traded company as a customer. The next phase is about systematising what worked, identifying more partners in adjacent categories, and making the pipeline predictable. Target commercial partner categories include: * Business accelerators and startup programmes * Accounting and financial advisory firms that can refer their clients to us * Networks similar to YPO, StartX, YC * Venture capital and investor networks * Capital providers and debt financing firms * Due diligence and compliance consultancies * Companies specialising in remote talent and distributed workforce solutions * Providers of complementary services (HR tech, legal, payroll, etc.) Secondary Priority: Marketing Partnerships — Brand Credibility & Presence Marketing partnerships operate on a different logic: they increase our surface area in the market and make our brand, our people, and our clients visible to audiences we do not yet reach. These are not primarily revenue drivers in the short term — they are credibility and distribution plays that compound over time. Outcomes we are building toward include being featured as a brand across relevant media and communities, placing our people as recognised voices in our space, and amplifying client success stories to attract similar profiles. Target outcomes from marketing partnerships include: * Guest appearances on podcasts, panels, and webinars * Guest posts and bylines in industry publications * Interviews and editorial features * Backlinks from credible, high-authority websites * Being featured in industry events and conference programmes * Providing expert quotes to journalists and content creators * Securing referrals and testimonials from partners and clients * Indexing as a recognised brand across directories, lists, and ecosystem maps * Showcasing our activities, talent, and client outcomes in partner content Your Responsibilities Pipeline Development & Partner Management * Design and build two structured partnership pipelines: Commercial and Marketing, each with defined target profiles, outreach processes, and success metrics * Identify, research, and evaluate potential partners that align with our strategic vision and customer profile * Own the full partner lifecycle: from first contact and qualification through to activation, launch, and ongoing relationship management * Serve as the primary point of contact for all partners, representing our brand with consistency and credibility * Maintain a live pipeline view with clear stages, statuses, and expected outcomes Commercial Partnership Execution * Develop commercial partnership structures including referral agreements, co-selling arrangements, and revenue-sharing models (both paid and non-paid) * Build relationships with accelerators, VCs, accounting firms, capital providers, due diligence consultancies, and complementary service providers * Drive lead flow from partners: introductions, warm referrals, and joint outreach * Track partner-sourced revenue and contribution to overall pipeline with clear attribution Marketing Partnership Execution * Secure guest appearance slots on relevant podcasts, webinars, panels, and events * Place guest posts, bylines, and editorial features in key publications and media outlets * Build backlink and co-marketing relationships with high-authority websites in our space * Generate testimonials, referrals, and case study opportunities from client and partner networks * Ensure the company, our people, and our clients are represented and indexed across relevant ecosystem directories and featured lists Product Innovation & Market Intelligence * Stay informed about market trends, emerging technologies, and shifts in our competitive landscape to identify new partnership opportunities * Work closely with Product Management to surface partner needs, prioritise capabilities that increase partner and customer value, and help partners build deeper solutions on top of our platform * Act as a feedback loop between the market and internal teams — surfacing what partners are hearing from their clients and what opportunities we are not yet capturing YOUR PROFILE * Proven ability to build relationships and manage external stakeholders with professionalism and long-term thinking * Experience in partnerships, business development, or a client-facing growth role * Commercial mindset: comfortable discussing revenue, deal structures, and partner economics * Strong written and verbal communication skills — able to represent the company credibly to senior counterparts * Self-directed and organised: capable of managing multiple conversations and workstreams without close oversight * Familiarity with SaaS, HR tech, remote work, or B2B services is a strong plus * Existing network in relevant spaces (accelerators, VC, accounting, media) is a meaningful