We are seeking a dynamic and experienced Channel Account Manager (CAM) to drive the growth and enablement of our Managed Security Service Provider (MSSP) partner ecosystem. The CAM will be responsible for building strong relationships with partners within an assigned region, developing joint business plans, managing partner pipelines, and driving strategic sales initiatives to expand Black Kite’s market presence. The ideal candidate will have a proven track record of growing partner networks, achieving sales targets, and fostering cross-functional collaboration.

Key responsibilities

• Partner Management and Enablement: Lead the management and enablement of MSSP partners to align with Black Kite’s strategic objectives and drive sales growth.

• Pipeline Growth and Management: Build and manage comprehensive partner and account plans; actively develop and convert pipelines to achieve quarterly and annual sales targets.

• Strategic Planning: Develop and execute jointly crafted business plans with partners to foster growth and expand reach in the market.

• Awareness and Demand Creation: Drive awareness and preference for Black Kite’s products and services through partner networks.

• Collaborative Engagements: Partner with internal stakeholders, including marketing, sales engineering, and channel leadership, to drive bookings and ensure seamless partner support.

• Recruitment and Development: Identify, onboard, and cultivate new MSSP partners to extend Black Kite’s market presence and service offerings.

• Forecasting and Reporting: Accurately forecast partner pipeline conversion and report out on performance, trends, and strategic insights.

• Event Coordination: Manage logistics for partner participation in industry events, trade shows, and training sessions to strengthen relationships and promote brand presence.

• Effective Communication: Present Black Kite’s strategy and vision to partner sales and technical teams to inspire engagement and drive results.

• Sales and Service Opportunities: Collaborate with partners to identify new selling and service opportunities, driving growth within assigned accounts.

• Marketing Support: Coordinate with marketing to execute joint initiatives and ensure alignment for maximum impact.

Qualifications

• Sales and Technical Acumen: Demonstrated strength in sales with solid technical and business knowledge.

• Experience with Partner Ecosystems: Successful history of developing and nurturing a partner network of VARs, VADs, and distributors within a SaaS model.

• Track Record in Awareness and Demand Creation: Proven ability to create market demand for company products.

• Ability to partner seamlessly with marketing, sales, and technical teams to optimize partner engagement.

• Proficiency in delivering business and technical presentations to audiences of all sizes.

• Consistent record of meeting or exceeding sales quotas.

• Works effectively with internal teams and partners to keep plans on track and ensure joint marketing initiatives are executed effectively.

• Partner Enablement Expertise: Strong capability to provide comprehensive partner onboarding and enablement.

• Familiarity with cybersecurity, third-party risk management, and related domains.