Channel Account Manager

This is a fully remote position, open to applicants in United Kingdom, +1 more country.

📋 Description

• Develop, enable, and enhance a high-performing partner ecosystem throughout the UK/I and the wider EMEA region.

• Identify, recruit, and onboard Value-Added Resellers (VARs), Managed Security Service Providers (MSSPs), and systems integrators that align with targeted verticals.

• Create joint business plans with Tier 1 and Tier 2 partners, which include revenue objectives, marketing investments, and enablement milestones.

• Establish executive and technical relationships within partner organizations.

• Oversee regional distributor and alliance partner relationships.

• Drive the partner-sourced and partner-influenced pipeline to achieve quarterly and annual booking quotas.

• Collaborate with sales counterparts to explore co-selling opportunities.

• Generate new logo opportunities through outreach led by partners.

• Forecast the partner pipeline using Salesforce CRM and provide weekly updates to leadership.

• Organize product, sales, and competitive training for partner sales engineers and account executives.

• Assist with partner certifications, compliance messaging, deal support, RFP assistance, and commercial inquiries.

• Facilitate Market Development Funds (MDF), co-marketing initiatives, and regional field events.

• Supply competitive, regulatory, and customer intelligence to product and marketing teams.

• Contribute to the regional ecosystem strategy and partner tiering initiatives.

• Monitor partner KPIs and adapt investments or take corrective actions as necessary.

⛳️ Requirements

• Over 10 years of experience in channel sales or partner management within the enterprise software, cybersecurity, or SaaS sectors.

• Proven track record of consistently meeting or exceeding channel booking quotas in a complex, multi-partner sales environment.

• Established relationships with key VARs, MSSPs, or SIs operating in the region.

• Expertise in using Salesforce CRM for managing pipelines and forecasting.

• Exceptional communication and executive presentation skills in English.

• Located in the UK or Ireland.

• Willingness to travel regionally up to 30% of the time.

• Experience in selling data security, content governance, compliance, or secure file transfer solutions.

• Familiarity with channel programs, deal registration management, and MDF governance.

• Capability to meet Kiteworks, customer, and/or government security screening requirements.

• Successful completion of the Kiteworks background check upon hiring/transfer and every two years thereafter.

🏝️ Benefits

• Uncapped commission structure linked to partner-sourced bookings.

• Annual quota with accelerators for exceeding targets.

• Regional travel budget.

• Support for significant industry events.

• Comprehensive benefits package.

• Opportunity to be part of a high-growth, mission-driven company focused on protecting the world's most sensitive data.