{"id":3542446,"url":"https://alion.io/job/kiteworks-channel-account-manager-uki","title":"Channel Account Manager - UKI","company":{"id":715435,"name":"Kiteworks","domain":"kiteworks.com","url":"https://alion.io/company/kiteworks","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"HiBob","truth_index":{"grade":"A","score":93,"open_postings":18,"ghost_share":0,"stale_share":0.278,"repost_share":0,"time_to_fill_p50_days":27,"computed_at":"2026-11-01T06:10:25Z"}},"role":"Marketing","role_family":"Marketing","seniority":"staff","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["United Kingdom"],"countries":["GB"],"hiring_countries":["GB","IE"],"hiring_countries_total":2,"salary":{"min":110000,"max":125000,"currency":"GBP","period":"year","gross":null,"usd_annual":167581},"salary_estimate":null,"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Salesforce","optional":false},{"name":"AI Agents","optional":true}],"status":"live","first_seen_at":"2026-10-30T17:57:15Z","employer_posted_date":"2026-10-30","last_verified_at":"2026-11-01T05:45:53Z","board_verified":true,"closed_at":null,"days_open":1,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":1},"description":"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\nPartner ecosystem development & recruitment\nPrimarily identify, recruit, and onboard new value-added resellers (VARs), managed security service providers (MSSPs), and systems integrators aligned to Kiteworks' target verticals.\nDevelop and execute joint business plans with Tier 1 and Tier 2 partners, including quarterly revenue targets, marketing investment, and enablement milestones.\nBuild deep executive and technical relationships within partner ecosystem organizations to ensure Kiteworks is a prioritized vendor in partner portfolios.\nManage and grow relationships with regional distributors to extend reach into sub-tier resellers.\nSecondarily manage and grow relationships with regional alliance partners to extend Kiteworks reach into key verticals and connect with the Kiteworks sales teams & executives.\nProtect customer and prospect data by following secure handling practices and ensuring compliance with data protection policies during all sales activities. \nPipeline generation & revenue attainment Own and drive ecosystem partner-sourced and partner-influenced pipeline to meet or exceed quarterly and annual bookings quotas.\nWork collaboratively with sales counterparts on co-selling opportunities, clearly defining roles and ensuring a consistent customer experience.\nIdentify and develop new logo opportunities through ecosystem partner-led outreach, leveraging partners' existing customer relationships in focus verticals.\nAccurately forecast partner pipeline within Salesforce CRM and provide weekly updates to channel and regional leadership.\nEnablement & partner experienceCoordinate and deliver product, sales, and competitive training for the partner ecosystem sales engineers and account executives.\nEnsure partners are current on Kiteworks certifications, compliance messaging and key differentiators against competitors.\nAct as the primary point of escalation for partner deal support, RFP assistance, and commercial queries.\nFacilitate partner access to Kiteworks marketing development funds (MDF), co-marketing activities, and regional field events.\nMarket intelligence & strategyProvide field intelligence on competitive landscape, regulatory developments and emerging customer requirements to product and marketing teams.\nContribute to the regional ecosystem strategy and partner tiering framework.\nTrack partner performance against agreed KPIs and take corrective action or adjust investment accordingly.\nWhat you'll bring\n10+ years of channel sales or partner management experience in enterprise software, cybersecurity, or SaaS.\nDemonstrated track record of meeting or exceeding channel bookings quotas in a complex, multi-partner selling environment.\nStrong existing relationships with key VARs, MSSPs, or SIs operating across the region.\nProficiency with Salesforce CRM for pipeline management and forecasting.\nExcellent communication and executive presentation skills in English; additional language skills are a plus.\nBased in the UK or Ireland, with willingness to travel regionally up to 30%.\nNice to haveExperience selling data security, content governance, compliance, or secure file transfer solutions.\nExperience with channel programs, deal registration management, and MDF governance.\nBachelor's degree in Business, Computer Science, or a related field; MBA is a plus\nAbout Kiteworks\nThe 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.\nThe values that define us\nExecution - 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.\nTransparency - 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.\nIntegrity - We uphold the highest standards of honesty and responsibility. Our teams act ethically, consistently honor commitments, and build trust through principled, reliable actions.\nCompensation range and benefits\nAnnual 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\nAnnual quota with accelerators for over-attainment\nRegional travel budget and support for key industry events.\nComprehensive benefits package\nOpportunity to be part of a high-growth, mission-driven company protecting the world's most sensitive data.\nKiteworks is an equal opportunity employer\nAll 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.\nOther requirements\nAbility 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.","description_format":"text","description_chars":6782,"description_truncated":false,"requirements":{"experience_years_min":10,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":true},"security_clearance":false,"languages":[{"language":"English","level":"All levels","optional":false}]},"benefits":["Equity"],"hiring_locations":[{"name":"United Kingdom","iso":"GB","kind":"country"},{"name":"Ireland","iso":"IE","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Artificial Intelligence","Cybersecurity","Information Security","Security Compliance"],"lifecycle":[{"event":"open","at":"2026-10-30T19:41:07Z"}],"visa":[],"liveness":{"score":90,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.903,"p_room":1,"age_days":1,"expected_fill_days":27,"reasons":["conf:0","velocity","win:early"],"computed_at":"2026-11-01T06:10:25Z"},"pay":{"stated_usd_annual":167581,"is_top_pay":false},"html_url":"https://alion.io/job/kiteworks-channel-account-manager-uki","json_url":"https://alion.io/job/kiteworks-channel-account-manager-uki.json","meta":{"generated_at":"2026-11-01T07:48:51Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":12036,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-02T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":715435},"rest":"https://alion.io/mcp/rest/get_company?id=715435"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fkiteworks-channel-account-manager-uki"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fkiteworks-channel-account-manager-uki"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fkiteworks-channel-account-manager-uki"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/kiteworks-channel-account-manager-uki\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fkiteworks-channel-account-manager-uki"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3542446}},{"tool":"search_jobs","arguments":{"company":"kiteworks.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3542446},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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