ABOUT BLACK KITE
Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.
We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.
WHY BLACK KITE
We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.
THE OPPORTUNITY
We are seeking a dynamic and experienced Channel Account Manager (CAM) to drive expansion and success across our channel partner ecosystem in our Central region. This role is pivotal to accelerate Black Kite adoption and revenue growth. The ideal candidate is based in the Central region of 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:
- 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.
- 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/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.
The expected total compensation range for this role is $190,000-$250,000 (base pay + commission). Compensation at Black Kite extends well beyond base pay — our total rewards program includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings. This range reflects a nationwide market spectrum and will vary based on qualifications, role scope, complexity, and location.
Skills Required
- 5-8+ years of progressive channel sales experience, focused on regional partnerships in cybersecurity or enterprise SaaS
- Established senior-level relationships with regional and national VARs, SIs, and other channel partners
- Track record of exceeding sales quotas, onboarding strategic partners, and scaling partner-sourced revenue
- Strong sales leadership, technical acumen, and business acumen
- Experience building and nurturing partner ecosystems in a SaaS or recurring-revenue model
- Expertise in market awareness, demand generation, and adoption of complex security solutions
- Excellent presentation and executive communication skills, including C-level engagement
- Deep partner enablement experience, including onboarding, training, and co-selling support
- Familiarity with cybersecurity, third-party risk management, and the broader security technology landscape
- Self-motivated ability to thrive in a fast-paced, high-growth environment
Black Kite Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Black Kite and has not been reviewed or approved by Black Kite.
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Leave & Time Off Breadth — Leave & Time Off Breadth: Feedback suggests a generous PTO policy and paid sick leave support work-life balance.
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Equity Value & Accessibility — Equity Value & Accessibility: Feedback suggests equity is offered as part of total rewards, providing accessible ownership opportunities.
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Wellbeing & Lifestyle Benefits — Wellbeing & Lifestyle Benefits: Feedback suggests commuter benefits, some meals, and office perks (snacks, drinks, cold brew) enhance day-to-day experience, alongside flexible/hybrid work options.
Black Kite Insights
What We Do
One in four organizations suffered from a cyber attack in the last year, resulting in production, reputation and financial losses. The real problem is adversaries attack companies via third parties, island-hopping their way into target organizations. At Black Kite, we're redefining vendor risk management with the world’s first global third-party cyber risk monitoring platform, built from a hacker's perspective. With 500+ customers across the globe and counting, we're committed to improving the health and safety of the entire planet's cyber ecosystem with the industry’s most accurate and comprehensive cyber intelligence. While other security ratings service (SRS) providers try to narrow the scope, Black Kite provides the only standards-based cyber risk assessments that analyze your supply chain's cybersecurity posture from three critical dimensions: technical, financial, and compliance.
