VP, Channel

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.

This is a hybrid role associated with our Headquarters in Boston, MA.

### WHAT YOULL OWN

Channel Strategy & Go-to-Market

• Define and own Black Kites 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.

Partner Program Development

• 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.

Team Leadership & Organization Building

• 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.

Revenue & Business Performance

• 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 Kites presence through new partner segments, geographies, or routes to market.
• Represent Black Kite at major industry events, partner summits, and executive forums.

### WHAT YOULL BRING

• 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: Experience with VARs, VADs, MSSPs, Technology Alliances, and GSIs, with knowledge of 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, a Global System Integrator, or a sales leader at a VAR, focusing on billable hours and service margins rather than just discount points.
• Team Management: Experience managing and growing channel teams with strong coaching and organizational development skills.
• Revenue Ownership: 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 dont just roll out or document the pipeline; you manage it with data, focusing on Partner-Sourced vs. Partner-Influenced ratios and attachment rates.
• Executive Presence: Comfortable presenting to and influencing at the C-suite level, both internally and with strategic partners.
• Strategic Thinking: Ability to operate at both the program and execution level, translating vision into frameworks that teams can run.
• Market Knowledge: Deep knowledge of cybersecurity, third-party risk management, or cyber risk SaaS markets.
• Collaboration: Highly collaborative and cross-functional - skilled at aligning sales, marketing, product, and finance around a shared channel strategy.

The expected base salary range for this role is $200,000 - $230,000 USD per year. Compensation at Black Kite is more than just base pay - we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.