SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 190,000 - 215,000 / 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 cyber, financial, and compliance signals into actionable risk intelligence.
You will lead and execute Black Kite's technology partnership strategy, reporting directly to the VP Global Partnerships. The role begins as an individual contributor while you rapidly build and manage a team of Alliances Development Representatives. You will own a diverse portfolio of strategic technology alliances across GRC, SecOps (SIEM/XDR), Third-Party Risk Management (TPRM), Vendor Management Systems (VMS), Cloud Service Providers, Automation, Supply Chain, Procurement, Cloud Security, Identity, and Risk Intelligence platforms.
Key responsibilities include:
- Defining and executing the overall technology alliances strategy and identifying, recruiting, onboarding, and managing a diverse partner portfolio
- Building, hiring, and managing a high-performing team of Alliances Development Representatives while providing coaching and enablement
- Leading identification and development of joint go-to-market plays, integrated solutions, co-selling programs, and new revenue streams
- Building and deepening executive relationships with technology partners, developing joint business plans, and aligning on success metrics
- Driving partner-sourced pipeline and revenue growth, including both influenced and discrete revenue streams, while forecasting partner contributions and achieving quarterly/annual targets
- Collaborating with partners on technical integrations, joint solution development, and enablement programs
- Partnering closely with Sales, SE, Product, Marketing, and Professional Services teams to ensure seamless alignment and field readiness
- Developing and executing jointly crafted business plans with accurate forecasting of alliance-driven growth
- Representing Black Kite at industry events and partner conferences, delivering presentations on strategy and vision
QUALIFICATIONS:
- 6+ years of experience in technology alliances, strategic partnerships, or business development within cybersecurity, SaaS, or enterprise software, including building and managing alliance teams (or strong readiness to scale from individual contributor to people leader)
- Proven track record of identifying and developing new revenue streams through alliances while consistently meeting/exceeding targets
- Strong existing relationships and network within relevant technology ecosystems including GRC, SIEM/XDR, procurement platforms, VMS, CSPs, SecOps, automation, corporate/geo risk, and related platforms
- Sales and technical acumen with solid business knowledge
- Experience in partner ecosystems within a SaaS/recurring revenue model
- Demonstrated ability to create market demand, develop joint solutions, and foster cross-functional collaboration
- Excellent presentation and communication skills with proficiency in delivering business and technical content to executive and technical audiences
- Familiarity with cybersecurity, third-party risk management (TPRM), and related domains
- Self-motivated with ability to thrive in fast-paced, high-growth environment and transition effectively from individual contributor to team leader
