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 program. 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 MSSP business. The ideal candidate will have a deep understanding of the MSSP landscape, a proven track record of growing MSSP partner networks, achieving sales targets, and fostering cross-functional collaboration.

Key responsibilities

• Partner Development: Identify, recruit and onboard new MSSP Partners.  Further relationships with existing MSSP’s to enhance Black Kite’s position with a Partner and expand sales opportunities.
• Partner Management and Enablement: Lead the management and enablement of MSSP partners to align with Black Kite’s MSSP strategy
• 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.
• Solution Selling: Understand an MSSP’s unique business model and position Black Kite to enhance it
• Collaborative Engagements and planning: Partner with MSSP’s to develop go-to-market plans, program success criteria and agree on short and long term license and MRR objectives.
• Forecasting and Reporting: Accurately forecast partner licnese growth and report out on performance, trends, and strategic insights.
• 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

Qualifications

• 3+ years of experience selling to MSSP’s bringing existing MSSP relationships to Black Kite
• Proven track record of meeting and exceeding sales Quotas and bringing on board new MSSP’s consistently
• Sales and Technical Acumen: Demonstrated strength in sales with solid technical and business knowledge.
• Experience in Partner Ecosystems: Successful history of developing and nurturing a partner network of MSSP’s within a SaaS model.
• Track Record in Awareness and Demand Creation: Proven ability to create market demand for a company’s products.
• Presentation Skills: Proficiency in delivering business and technical presentations to audiences of all sizes.
• Partner Enablement Expertise: Strong capability to provide comprehensive partner onboarding and enablement.
• Familiarity with Security Solutions or TPRM.
• Industry Knowledge: Familiarity with cybersecurity, third-party risk management, and related domains.
• Self motivated and ability to work in a fast-paced, high-growth environment