[Hiring] Channel Account Manager @Kiteworks

Role Description

The Partner Ecosystem Manager for the UK/I is responsible for building, enabling, and accelerating a modern high-performing partner ecosystem across the UK/I (80%) and some support for the broader EMEA region (20%). The Partner Ecosystem Manager owns the lifecycle, which may include recruitment and onboarding through enablement, pipeline development, and co-selling, with a focus on the finance & defense related verticals, including some other government, healthcare, and critical infrastructure verticals where data governance, digital sovereignty, and AI-era compliance are of paramount importance. This is an individual contributor quota-carrying role that sits at the intersection of channel strategy and field sales execution. Success requires a balance of strategic partner development and hands-on pipeline management.

What you'll do

• Partner ecosystem development & recruitment
  • Identify, recruit, and onboard new value-added resellers (VARs), managed security service providers (MSSPs), and systems integrators aligned to Kiteworks' target verticals.
  • Develop and execute joint business plans with Tier 1 and Tier 2 partners, including quarterly revenue targets, marketing investment, and enablement milestones.
  • Build deep executive and technical relationships within partner ecosystem organizations to ensure Kiteworks is a prioritized vendor in partner portfolios.
  • Manage and grow relationships with regional distributors to extend reach into sub-tier resellers.
  • Manage and grow relationships with regional alliance partners to extend Kiteworks reach into key verticals and connect with the Kiteworks sales teams & executives.
  • Protect customer and prospect data by following secure handling practices and ensuring compliance with data protection policies during all sales activities.
• Pipeline generation & revenue attainment
  • Own and drive ecosystem partner-sourced and partner-influenced pipeline to meet or exceed quarterly and annual bookings quotas.
  • Work collaboratively with sales counterparts on co-selling opportunities, clearly defining roles and ensuring a consistent customer experience.
  • Identify and develop new logo opportunities through ecosystem partner-led outreach, leveraging partners' existing customer relationships in focus verticals.
  • Accurately forecast partner pipeline within Salesforce CRM and provide weekly updates to channel and regional leadership.
• Enablement & partner experience
  • Coordinate and deliver product, sales, and competitive training for the partner ecosystem sales engineers and account executives.
  • Ensure partners are current on Kiteworks certifications, compliance messaging and key differentiators against competitors.
  • Act as the primary point of escalation for partner deal support, RFP assistance, and commercial queries.
  • Facilitate partner access to Kiteworks marketing development funds (MDF), co-marketing activities, and regional field events.
• Market intelligence & strategy
  • Provide field intelligence on competitive landscape, regulatory developments and emerging customer requirements to product and marketing teams.
  • Contribute to the regional ecosystem strategy and partner tiering framework.
  • Track partner performance against agreed KPIs and take corrective action or adjust investment accordingly.

Qualifications

• 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; additional language skills are a plus.
• Based in the UK or Ireland, with willingness to travel regionally up to 30%.

Nice to have

• Experience selling data security, content governance, compliance, or secure file transfer solutions.
• Experience with channel programs, deal registration management, and MDF governance.
• Bachelor's degree in Business, Computer Science, or a related field; MBA is a plus.

Compensation range and benefits

• Annual Base Salary Range of £110,000 - £125,000 with uncapped commission structure tied to partner-sourced bookings.
• Annual quota with accelerators for over-attainment.
• Regional travel budget and 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.

Other requirements

• Ability to meet Kiteworks, customer, and/or government security screening requirements for this role.
• This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter.