Job Description

General information

Country
United Arab Emirates
City
Dubai
Job ID
46741
Department
Alliances

Description & Requirements

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.

For more information visit www.infor.com

Our Values

At Infor, we strive for an environment that is founded on a business philosophy called Principle Based Management(TM) (PBM(TM)) and eight Guiding Principles: integrity, stewardship & compliance, transformation, principled entrepreneurship, knowledge, humility, respect, self-actualization.

We have a relentless commitment to a culture based on PBM(TM). Informed by the principles that allow a free and open society to flourish, PBM(TM) prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfillment for its employees.

Infor is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive work environment. Infor does not discriminate against candidates or employees because of their sex, race, gender identity, disability, age, sexual orientation, religion, national origin, veteran status, or any other protected status under the law. If you require accommodation or assistance at any time during the application or selection processes, please submit a request by following the directions located in the FAQ section.

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