Channel Account Manager

Black Kite•Chicago, IL

3d•$190,000 - $250,000

About The Position

Black Kite is seeking a dynamic and experienced Channel Account Manager to drive expansion and success across its channel partner ecosystem in the Central U.S. region. The role is pivotal to accelerating Black Kite adoption and revenue growth. The ideal candidate is based in the Central region and has a proven track record of fostering strong partner relationships, enabling partner success, and achieving sales targets in cybersecurity and SaaS. Black Kite is 100% channel-driven, with all deals going through partners.

Requirements

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 or recurring-revenue model.
Expertise in market awareness, demand generation, and driving adoption of complex security solutions.
Excellent presentation and executive communication skills, with the ability to engage audiences from sales representatives 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 and able to thrive in a fast-paced, high-growth environment.

Responsibilities

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.
Provide senior-level management and enablement for regional partners, aligning their capabilities and motions with Black Kite’s channel strategy.
Build and rigorously manage partner pipelines and account plans, converting opportunities to meet or exceed quarterly and annual revenue targets.
Collaborate with partners to create and execute co-owned business plans that drive mutual growth, market expansion, and long-term strategic alignment.
Develop an understanding of each partner’s business model, regional market dynamics, and customer needs to position Black Kite as a differentiator.
Work with partner leadership and teams to co-develop go-to-market strategies, define success metrics, and set license and revenue objectives.
Deliver accurate forecasts, performance reporting, trend analysis, and strategic recommendations to leadership.
Present Black Kite’s vision, strategy, and platform value to partner executives, sales teams, and technical audiences.
Collaborate with assigned partners to identify and develop new selling and services opportunities that accelerate joint growth.