Vice President of Channel

Requirements

15+ Years of "Builder" Experience: You have scaled a cybersecurity or SaaS channel to $100M+. You know where the "growth ceilings" are and how to break through them
Deep expertise across partner types: VARs, VADs, MSSPs, Technology Alliances, and GSIs, with experience with how to engage each effectively
Service Design Expertise: You understand the P&L of an MSSP. You can speak the language of a Practice Lead at a Big 4 or a Global System Integrator or sales leader at a VAR focusing on billable hours and service margins rather than just "discount points."
Experience managing and growing channel teams, with strong coaching and organizational development skills
Demonstrated ability to own a revenue number and drive accountability across a team and partner ecosystem
Operational Discipline: Deep experience with Salesforce, Clari, etc. You don't just roll document the pipeline; you manage it with data, focusing on Partner-Sourced vs. Partner-Influenced ratios and attachment rates
Strong executive presence — comfortable presenting to and influencing at the C-suite level, both internally and with strategic partners
Strategic thinker who can also operate at the program and execution level, translating vision into frameworks that teams can run
Deep knowledge of cybersecurity, third-party risk management, or cyber risk SaaS markets
Highly collaborative and cross-functional — skilled at aligning sales, marketing, product, and finance around a shared channel strategy
What the job involves

Black Kite is hiring a VP, Channel to own and lead our channel business
This is a senior leadership role reporting directly to the CRO, with full accountability for global channel strategy, partner program development, team leadership, and revenue performance
You will define how Black Kite goes to market through partners — and build the organization to execute it
This is the perfect opportunity for a skilled channel executive who has built and led high-performing channel organizations in cybersecurity or SaaS
Partners are central to how Black Kite grows. We have a productive, established channel across VARs, MSSPs, and alliances — and a clear mandate to scale it. This role owns that outcome. Black Kite is executing against an ambitious growth strategy with a clear long-term objective. If you want to build something that has a meaningful finish line, this is the right moment to join
Define and own Black Kite's channel strategy — the vision, operating model, partner mix, and revenue framework
Build the channel motion from the ground up: partner tiering, co-sell frameworks, engagement cadences, and rules of engagement with the direct sales team
Develop the go-to-market approach across partner types — VARs, VADs, MSSPs, GSIs, and Technology Alliances — ensuring each segment has a differentiated, high-value engagement model
Act as the channel voice in executive and cross-functional conversations; represent the partner business at the CRO and executive leadership level
Partner with marketing to drive partner-originated demand, co-marketing programs, and field events that generate measurable pipeline
Design, launch, and continuously evolve a world-class partner program — including tiering and certification, deal registration, MDF/co-op investment, incentive structures, and partner portal governance
Build partner engagement models that create consistent, scalable revenue contribution rather than episodic partner activity
Establish partner onboarding, enablement, and certification frameworks that reduce time-to-productivity for new partners
Create the metrics, reporting, and governance infrastructure to track partner health, program ROI, and pipeline quality
Build playbooks and repeatable processes that enable the channel team to execute consistently across geographies and partner types
Lead and develop the global channel team, including current Channel Account Managers, with full accountability for team performance and culture
Define team structure, coverage model, and hiring roadmap as the channel program scales
Recruit and retain top channel talent; build a team with the skills and culture to win in a competitive, partner-driven market
Set clear performance expectations and accountability frameworks across the team
Develop the next generation of channel leaders from within the organization
Own the channel generated revenue number supported by partner-sourced and partner-influenced pipeline, bookings, and partner retention
Work in close partnership with the CRO and executive leadership to align channel capacity, coverage, and investment to company growth targets
Lead executive-level QBRs with strategic partners, ensuring mutual accountability and long-term partnership health
Identify and act on market opportunities to expand Black Kite's presence through new partner segments, geographies, or routes to market
Represent Black Kite at major industry events, partner summits, and executive forums

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