Channel Account Manager

Kiteworks

. Build, enable, and accelerate a high-performing partner ecosystem across the UK/I and broader EMEA region .

Posted 10/30/2026full-timeRemote • United Kingdom, IrelandSeniorLead💰 £110,000 - £125,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in channel sales and partner management within enterprise software and cybersecurity, with a proven ability to build and maintain executive relationships and drive partner-sourced revenue. Proficient in Salesforce CRM for pipeline management and forecasting, with a strong focus on meeting channel bookings quotas and managing partner performance.

Highest-signal resume keywords

Channel Sales ExperiencePartner ManagementSalesforce CRM ProficiencyExecutive Presentation SkillsData Security Solutions Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Channel ProgramsDeal Registration ManagementMDF GovernanceRevenue Target DevelopmentPartner KPI TrackingForecastingCompliance MessagingRFP AssistancePartner OnboardingPipeline Management

Soft Skills

Excellent CommunicationRelationship BuildingCollaborationNegotiationProblem Solving

Tools & Technologies

Salesforce CRM

Industry Keywords

Enterprise SoftwareCybersecuritySaaSVARsMSSPsSystems IntegratorsContent GovernanceSecure File TransferComplianceGovernment Security Screening

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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