Alliance Development Manager

Summary

Join KnowBe4 as an Alliance Development Manager and drive our joint Cloud Service Provider (CSP) Alliance Development plans, managing strategic field relationships, and focusing on agreed-upon priorities. You will drive executive sales alignment, product team alignment, marketing support, field and channel relationships, and track progress and drive enablement. Establish and grow business and technical relationships, managing day-to-day interactions to drive top-line revenue growth, deep partner engagement, and overall market adoption. The ideal candidate possesses a business background enabling executive-level engagement with CSPs and a sales background for interacting with enterprise sales executives and channels. Demonstrated strategic thinking about business, products, and technical challenges, along with building and conveying compelling value propositions and Go-To-Market plans are crucial. Strong technical acumen, hands-on experience with large global conglomerates, and working knowledge of Cloud infrastructure architecture and the enterprise software landscape are also important.

Requirements

• Bachelor’s Degree in appropriate field of study
• Prior Cloud Alliance and/or CSP Partner Development Management experience is beneficial
• Experience working with CSP’s to develop Go to Market (GTM) programs around co-sell and marketplace
• 5+ years of experience in IT security sales and managing global enterprise accounts and/or channel partnerships
• 5+ years of business development experience in the software/technology industry
• Strong presentation and writing skills and the ability to articulate complex concepts to cross-functional audiences
• Good technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open-source software, virtualization
• Ability to think and work creatively to develop unique joint value propositions and product strategy between *CSP’s, KnowBe4 and our customers
• Strong proficiency of project management tools and software like JIRA, ServiceNow, Asana
• Exceptional documentation and communication skills, with a passion for attention to detail
• Strong analytical and problem-solving skills with a focus on data-driven decisions
• Excellent self-learning capabilities, taking initiative in a fast pace/quickly changing environment
• Highly skilled in operations management, debugging production, and process alignment

Responsibilities

• Develop and execute joint-field business development plans with the KnowBe4 Business Development Managers and regional business unit strategic goals, tracking progress toward achieving the target alliance partner's market opportunities and ensuring alignment with the KnowBe4 Cloud Alliances strategic direction
• Focus primarily on engaging with AWS, Microsoft & Google
• Conduct partner's sales enablement, certification plans, partner marketing, and marketplace private offer process to ensure CSP partners are positioned to deliver successful customer sales engagement and implementation
• Build a strong day-to-day people engagement & drive quarterly business cadence
• Co-present at CSP's partner activities to increase awareness of KnowBe4 HRM platform
• Monitor and ensure that respective departments in KnowBe4 promptly resolve all partner escalations
• Collaborate closely with pre-sales, Solution Architects and account managers to create and drive revenue opportunities for all parties
• Engage the leadership team, prepare, and give the management team regular CSP business and partner development reviews

Preferred Qualifications

MEDPICC knowledge is an advantage

Benefits

• Company-wide bonuses based on monthly sales targets
• Employee referral bonuses
• Adoption assistance
• Tuition reimbursement
• Certification reimbursement
• Certification completion bonuses
• A relaxed dress code