Strategic Channel Account Manager - Cybersecurity SaaS

Black Kite; United States; A distancia; USD 190.000 - 250.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Equity

Flexible healthcare options

Paid time off

Retirement savings

Descripción de la vacante

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.

Formación

• 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.

Responsabilidades

• 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.

Conocimientos

Channel sales

Partner management

Executive communication

Sales leadership

SaaS sales

Cybersecurity knowledge

Descripción del empleo

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.