Channel Account Manager, Eastern region

4 days ago

Boston, Massachusetts, United States Black Kite Full time

We are looking for a dynamic and experienced Channel Account Manager to drive and manage relationships with channel partners in the Eastern region. This role is pivotal to the growth of our sales pipeline and expansion of our partner ecosystem. The ideal candidate is based in the Western region of the 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

  • Manage and Enable Channel Partners: Oversee the management and enablement of partners to align with Black Kite's objectives and foster growth.
  • Accelerate Sales Growth: Leverage partnerships to boost sales performance and streamline the pipeline conversion process.
  • Develop and Execute Partner Plans: Create and manage strategic partner and account plans to expand the pipeline and drive partner success.
  • Build Awareness and Demand: Promote Black Kite products and services, creating preference within the partner network.
  • Coordinate and Manage QBRs: Lead the Quarterly Business Review process, ensuring comprehensive partner performance evaluations.
  • Recruit and Develop New Partners: Identify, onboard, and develop new partners to extend market reach and service capability.
  • Collaborate Cross-Functionally: Work with sales, marketing, and technical teams to drive bookings and prioritize partner initiatives.
  • Ensure Seamless Partner Engagement: Deliver compelling presentations to partner sales and technical teams to drive alignment and execution.
  • Track Performance: Monitor partner performance, addressing gaps in enablement, engagement, and pipeline development.
  • Support Event Participation: Manage logistics for partner attendance at industry events, training sessions, and trade shows.
  • Deliver Strategic Messaging: Communicate Black Kite's vision effectively to partner teams to enhance engagement and drive results.

Qualifications

  • Strong sales skills paired with robust technical and business acumen.
  • Proven success in developing and growing a partner ecosystem within a Cyber Security or Cyber Risk SaaS business model.
  • Experience working with Value-Added Resellers (VARs), Value-Added Distributors (VADs), and other channel partners.
  • Demonstrated ability to create market demand and preference for company products.
  • Experience collaborating with internal teams to support partner-driven marketing activities.
  • Excellent presentation skills for both small and large audiences.
  • Consistent achievement of monthly, quarterly, and annual sales quotas.
  • Industry knowledge in cybersecurity, third-party risk management, or related fields.
  • Ability to manage partner enablement and onboarding effectively.
  • Strong project management and strategic planning capabilities.

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