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Salary: USD 190,000 - 250,000 / annual
Black Kite is the global leader in third-party cyber risk intelligence, serving more than 3,000 organizations worldwide. The company provides security and business leaders with continuous, outside-in visibility of their vendor ecosystem, translating complex cyber, financial, and compliance signals into actionable risk intelligence.
We are seeking a Channel Account Manager (CAM) to drive expansion and success across our channel partner ecosystem in the Central region. This is a pivotal role to accelerate Black Kite adoption and revenue growth. Black Kite operates on a 100% channel model—all deals flow through partners.
Key Responsibilities:
- Identify, recruit, and onboard high-potential regional partners; deepen relationships with existing partners to elevate Black Kite's position and unlock new revenue streams.
- Provide senior-level management and enablement for regional partners, aligning their capabilities and motions with Black Kite's channel strategy.
- Build and rigorously manage partner pipelines and account plans; consistently convert opportunities to meet or exceed quarterly and annual revenue targets.
- Collaborate with partners to create and execute ambitious, co-owned business plans that drive mutual growth, market expansion, and long-term strategic alignment.
- Develop deep understanding of each partner's business model, regional market dynamics, and customer needs to position Black Kite as a high-impact differentiator.
- 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.
- Deliver accurate forecasts, performance reporting, trend analysis, and strategic recommendations to leadership.
- Present Black Kite's vision, strategy, and platform value to partner executives, sales teams, and technical audiences to build enthusiasm and drive execution.
- 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 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 ability to thrive in a fast-paced, high-growth environment.
