Channel Account Manager

🔥 16 hours ago

🌐 United Kingdom, Ireland – Remote

🇬🇧 United Kingdom – Remote 🇮🇪 Ireland – Remote

💵 £110k - £125k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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Kiteworks

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1999

🔐 Security

📋 Compliance

🏢 Enterprise

💰 $456M Private Equity Round - Kiteworks on 2024-08

Security • Compliance • Enterprise

Kiteworks is a secure, compliance-focused data exchange and governance platform that consolidates email protection, file sharing and collaboration, managed file transfer (MFT), SFTP, secure web forms, and AI-agent access under a single control plane. Delivered as a single-tenant virtual appliance (with on-prem and hybrid deployment options), Kiteworks enforces strong identity (SAML/MFA/certificates), ABAC/RBAC policy decisions, FIPS 140-3 validated encryption (TLS 1. 3 in transit, AES-256 at rest), immutable audit logs, and SIEM integration to support regulatory compliance across frameworks like FedRAMP, HIPAA, GDPR, PCI-DSS, and CMMC. The platform targets enterprise customers and emphasizes data sovereignty, secure automation for AI agents, and auditor-ready reporting for regulated industries.

📋 Description

• Build, enable, and accelerate a high-performing partner ecosystem across the UK/I and broader EMEA region • Identify, recruit, and onboard VARs, MSSPs, and systems integrators aligned to target verticals • Develop joint business plans with Tier 1 and Tier 2 partners, including revenue targets, marketing investment, and enablement milestones • Build executive and technical relationships within partner organizations • Manage regional distributor and alliance partner relationships • Drive partner-sourced and partner-influenced pipeline to meet quarterly and annual bookings quotas • Collaborate with sales counterparts on co-selling opportunities • Develop new logo opportunities through partner-led outreach • Forecast partner pipeline in Salesforce CRM and provide weekly leadership updates • Coordinate product, sales, and competitive training for partner sales engineers and account executives • Support partner certifications, compliance messaging, deal support, RFP assistance, and commercial queries • Facilitate MDF, co-marketing activities, and regional field events • Provide competitive, regulatory, and customer intelligence to product and marketing teams • Contribute to regional ecosystem strategy and partner tiering • Track partner KPIs and adjust investment or take corrective action

🎯 Requirements

• 10+ years of channel sales or partner management experience in enterprise software, cybersecurity, or SaaS • Demonstrated track record of meeting or exceeding channel bookings quotas in a complex, multi-partner selling environment • Strong existing relationships with key VARs, MSSPs, or SIs operating across the region • Proficiency with Salesforce CRM for pipeline management and forecasting • Excellent communication and executive presentation skills in English • Based in the UK or Ireland • Willingness to travel regionally up to 30% • Experience selling data security, content governance, compliance, or secure file transfer solutions • Experience with channel programs, deal registration management, and MDF governance • Ability to meet Kiteworks, customer, and/or government security screening requirements • Passing the Kiteworks background check upon hire/transfer and every two years thereafter

🏖️ Benefits

• Uncapped commission structure tied to partner-sourced bookings • Annual quota with accelerators for over-attainment • Regional travel budget • Support for key industry events • Comprehensive benefits package • Opportunity to be part of a high-growth, mission-driven company protecting the world's most sensitive data

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