Channel Account Manager

Black Kite; United States; Remote; USD 190,000 - 250,000; Full time

Benefits offered by this job

Equity

Flexible healthcare options

Paid time off

Retirement savings

Job summary

Black Kite, a 100% channel-focused cybersecurity SaaS company, seeks a seasoned Channel Account Manager to expand our partner network in the Central region. You will recruit, enable, and manage regional VARs/SIs, own partner pipelines, and drive joint revenue growth through strategic co-selling initiatives.

Responsibilities include building joint business plans, leading partner enablement, and delivering accurate forecasts to leadership.

Qualifications

• 5-8+ years of progressive channel sales experience with regional partnerships in cybersecurity or enterprise SaaS.
• Established network of senior relationships with regional and national VARs, SIs, and other channel partners.
• 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.

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 with Black Kite’s channel strategy.
• Pipeline & Revenue Ownership: Build and rigorously manage partner pipelines and account plans; consistently convert opportunities to meet or exceed revenue targets.
• Joint Business Planning: Collaborate with partners to create and execute ambitious, co-owned business plans that drive mutual growth.
• Solution & Value Selling: Develop deep understanding of each partner’s business model to position Black Kite effectively.
• Go-to-Market Collaboration: Work with partner leadership to co-develop GTM strategies and set license/revenue objectives.
• Forecasting & Insights: Deliver forecasts, performance reporting, trend analysis, and strategic recommendations.
• Executive Engagement: Present Black Kite’s vision to partner executives and sales teams to drive execution.
• Opportunity Expansion: Identify and develop new selling and services opportunities with partners.

Skills

Channel sales

Partner management

Executive communication

Sales leadership

SaaS sales

Cybersecurity knowledge

Job description

THE OPPORTUNITY
We are seeking a dynamic and experienced Channel Account Manager (CAM) to drive expansion and success across our channel partner ecosystem in our Central region. This role is pivotal to accelerate Black Kite adoption and revenue growth. The ideal candidate is based in the Central region of U.S., and has a proven track record of fostering strong partner relationships, enabling partner success and achieving sales targets within the cybersecurity and SaaS landscape. Black Kite is 100% Channel. 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.

QUALIFICATIONS:

• 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.

The expected total compensation range for this role is $190,000-$250,000 (base pay + commission). Compensation at Black Kite extends well beyond base pay — our total rewards program includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings. This range reflects a nationwide market spectrum and will vary based on qualifications, role scope, complexity, and location.