Channel Account Manager

The Partner Ecosystem Manager for the UK/I is responsible for building, enabling, and accelerating a modern high-performing partner ecosystem (distributors, resellers, systems integrators, alliance partners) 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
• Primarily 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.
• Secondarily 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.

What you'll bring 

• 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

About Kiteworks 
The Kiteworks single-tenant-by-design virtual appliance delivers full data sovereignty, governing employees’ and AI agents’ access to, use, and sharing of sensitive data under the same identity, policy, encryption, and audit controls. Compliance is built in, not bolted on.  

The values that define us  

• Execution – We deliver results with focus, ownership, and consistency. Our teams take initiative, solve challenges proactively, and continuously optimize how we work to create meaningful impact for our customers.
• Transparency – We communicate openly and clearly, ensuring stakeholders have the information they need to make informed decisions. We foster a culture of trust, welcome feedback, and embrace accountability in everything we do.
• Integrity – We uphold the highest standards of honesty and responsibility. Our teams act ethically, consistently honor commitments, and build trust through principled, reliable actions.

Compensation range and benefits 

• Annual Base Salary Range of £110,000 - £125,000 with uncapped commission structure tied to partner-sourced bookings — Base pay depends on many factors, such as location, education, experience, and skills. Base pay is only one part of Kiteworks competitive Total Rewards package that can include benefits, perks, and equity. The base pay range is subject to change and may be modified in the future
• 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.

Kiteworks is an equal opportunity employer
All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. 

Other requirements  
Ability to meet Kiteworks, customer, and/or government security screening requirements for this role. These requirements include, but are not limited to, the following specialized security screenings.  Kiteworks Background Check This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter.