Channel Account Manager (CAM)

Black Kite; Boston (MA); On-site; USD 120,000 - 140,000; Full time

Job summary

Black Kite seeks a dynamic Channel Account Manager to drive expansion across our channel partner ecosystem in the Central region of the U.S. This role focuses on accelerating adoption and revenue growth through partner relationships, enablement, and co-sell strategies.

The ideal candidate has 5–8+ years in channel sales within cybersecurity or enterprise SaaS, with a proven track record of exceeding quotas and building partner ecosystems.

Qualifications

• 5-8+ years of progressive channel sales experience in cybersecurity or enterprise SaaS.
• Established network of regional and national VARs, SIs, and other channel partners.
• Track record of exceeding sales quotas and onboarding new strategic partners.

Responsibilities

• Strategic Partner Development: identify, recruit, onboard regional partners.
• Partner Leadership and Enablement: provide senior-level management and enablement for partners.
• Pipeline & Revenue Ownership: manage partner pipelines and account plans to meet revenue targets.
• Joint Business Planning: collaborate with partners on co-owned business plans.
• Solution & Value Selling: understand partner and customer needs to position Black Kite effectively.
• Go-to-Market Collaboration: co-develop GTM strategies and set revenue objectives.
• Forecasting & Insights: deliver forecasts and strategic recommendations.
• Executive Engagement: present vision and value to partner executives and sales teams.
• Opportunity Expansion: identify new selling and services opportunities with partners.

Skills

Channel sales

Partnerships

Sales leadership

Cybersecurity knowledge

SaaS sales

Executive communication

Job description

Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem - translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.

We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

WHY BLACK KITE

We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.

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.

ABOUT BLACK KITE

Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem - translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.

We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

WHY BLACK KITE

We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.

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 base compensation range for this role is $120,000-$140,000, commensurate with demonstrated skills and experience. 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.