Channel Account Manager - Cybersecurity Partnerships

Black Kite; Chicago (IL); On-site; USD 190,000 - 250,000; Full time

Job summary

Black Kite, a global leader in third-party cyber risk intelligence, seeks a dynamic Channel Account Manager to drive expansion in the Central U.S. region.

The role focuses on building and leading regional partnerships, enabling partners to sell Black Kite solutions, and delivering above-quota revenue growth. Ideal candidates have a strong network among VARs/SIs, deep cybersecurity/SAAS knowledge, and a proven track record of managing partner ecosystems in a recurring revenue model.

Qualifications

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

Skills

Channel sales

Regional partnerships

Quota achievement

Executive communication

Partner enablement

SaaS/recurring revenue

Security solutions knowledge

Self-motivated

High-growth mindset

Job description

Black Kite, a global leader in third-party cyber risk intelligence, seeks a dynamic Channel Account Manager to drive expansion in the Central U.S. region.

The role focuses on building and leading regional partnerships, enabling partners to sell Black Kite solutions, and delivering above-quota revenue growth. Ideal candidates have a strong network among VARs/SIs, deep cybersecurity/SAAS knowledge, and a proven track record of managing partner ecosystems in a recurring revenue model.