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Black Kite · 2 months ago

Channel Account Manager, Eastern region (Hybrid, Boston)

Boston, MA

Full-time

Hybrid

Mid, Senior Level

Black Kite is seeking 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 the sales pipeline and the expansion of the partner ecosystem, requiring a proven track record in fostering strong partner relationships and achieving sales targets.

Cyber SecurityRisk ManagementSaaSSoftware

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

Qualification

Sales skillsCybersecurity knowledgePartner ecosystem developmentStrategic planningMarket demand creationPartner enablementProject managementCollaboration with internal teamsPresentation skills