Vice President of Channel, Black Kite
$200-230k
+ Performance-based bonuses and equity
Third party risk management software & solutions
Be an early applicant
Third party risk management software & solutions
101-200 employees
Be an early applicant
$200-230k
+ Performance-based bonuses and equity
101-200 employees
Company mission
To improve the health and safety of the entire planet's cyber ecosystem.
Role
Who you are
- 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
Our take
An estimated one in four organizations suffered from a cyber-attack in the last year, hackers often attack companies through third parties, working their way into the organization through supply chain security vulnerabilities. Black Kite is the world’s first global third-party cyber risk monitoring platform, combining cyber ratings and quantitative risk to provide vulnerability management solutions.
Infamous ransomware groups such as Conti and Revil have invested in improving their methods of gathering information and finding an organization’s valuable assets. Black Kite’s suite of standards-based cyber risk assessment programs (which includes a Ransomware Susceptibility Index) provides a three-dimensional view of the health and safety of a company’s entire security ecosystem, uncovering cybercriminal loopholes.
The company has been focused on expanding its workforce and product development as it squares up against a slew of competitors including BitSight and VisableRisk. However, its simplified and comprehensive management solutions, position Black Kite to be the category-leading third-party cyber risk platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company HQ
Prudential / St. Botolph, Boston, MA
Leadership
Paul Paget
(CEO)Paul joined Black Kite in January 2019 as a Senior VP, he then moved into the role of CEO later that same year. Previously, he was a Principal at LoudRumble, CEO and EVP of Strategy at Pwnie Express, and President & CEO at Savant Protection.
Candan Bolukbas
(Co-Founder & CTO)Prior to co-founding Black Kite in 2016, Candan was an Enterprise Security Services Manager at BGA Information Security & Consulting. He was also a Network & Security Administrator and Manager at the Presidency of the Republic of Türkiye.
Chris Bush
(CCO & COO)Chris joined Black Kite in 2020 as CCO, adding COO to his title in 2022. Previously, he co-founded Luana Technologies and served as the Head of Security at ObserveIT. He also spent 12 years at Novartis in various Managerial/Director roles.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 4 more jobs at Black Kite