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Salary: USD 190,000 - 250,000 / annual
Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. The company provides security and business leaders with a continuous, outside-in view of their entire vendor ecosystem, translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.
We are seeking an experienced Channel Account Manager to drive expansion and success across our channel partner ecosystem in the Central region. This role is pivotal to accelerating Black Kite adoption and revenue growth. Black Kite operates on a 100% channel model—all deals go through partners.
Key Responsibilities:
- Strategic Partner Development: Identify, recruit, and onboard high-potential regional partners. Deepen relationships with existing partners to elevate Black Kite's position, expand joint offerings, and unlock new revenue streams.
- Partner Leadership and Enablement: Provide senior-level management and enablement for regional partners, aligning their capabilities and motions with Black Kite's overall channel strategy.
- Pipeline & Revenue Ownership: Build and rigorously manage partner pipelines and account plans; consistently convert opportunities to meet or exceed quarterly and annual revenue targets.
- Joint Business Planning: Collaborate with partners to create and execute ambitious, co-owned business plans that drive mutual growth, market expansion, and long-term strategic alignment.
- Solution & Value Selling: Develop a deep understanding of each partner's business model, regional market dynamics, and customer needs to effectively position Black Kite as a high-impact differentiator.
- Go-to-Market Collaboration: Work closely with partner leadership and teams to co-develop go-to-market strategies, define success metrics, and set aggressive yet achievable license and revenue objectives.
- Forecasting & Insights: Deliver accurate forecasts, performance reporting, trend analysis, and strategic recommendations to leadership.
- Executive Engagement: Present Black Kite's vision, strategy, and platform value to partner executives, sales teams, and technical audiences to build enthusiasm and drive execution.
- Opportunity Expansion: Collaborate with assigned partners to identify and develop new selling and services opportunities that accelerate joint growth.
Requirements:
- 5-8+ years of progressive channel sales experience, with a strong focus on regional partnerships in cybersecurity or enterprise SaaS
- Established network of senior relationships with regional and national VARs, SIs, and other channel partners
- Demonstrated track record of consistently exceeding sales quotas, onboarding new strategic partners, and scaling partner-sourced revenue
- Strong sales leadership combined with solid technical and business acumen
- Proven success building and nurturing productive partner ecosystems in a SaaS/recurring revenue model
- Expertise in market awareness, demand generation, and driving adoption of complex security solutions
- Excellent presentation and executive communication skills—comfortable engaging audiences from sales reps to C-level stakeholders
- Deep partner enablement experience, including onboarding, training, and ongoing co-selling support
- Strong familiarity with cybersecurity, third-party risk management (TPRM), and the broader security technology landscape
- Self-motivated with the ability to thrive in a fast-paced, high-growth environment
