Channel Account Manager

Summary

Join KnowBe4 as a Channel Account Manager (LARs) and focus on developing key reseller partnerships. You will build relationships to increase deal registrations and net new customers, understanding partner needs and motivations. Responsibilities include enabling partners' success, collaborating on business plans, driving customer acquisition, and monitoring performance. This role requires strong sales experience, channel sales expertise, and excellent communication skills. KnowBe4 offers a competitive compensation package and fantastic benefits, including company-wide bonuses, referral bonuses, adoption assistance, tuition and certification reimbursements, and a relaxed work environment.

Requirements

• High school diploma or GED required
• Minimum 3 years of sales experience (exceeding quota on a consistent basis), Channel Sales required
• Must be able to demonstrate sales aptitude while being assertive, persistent, consultative, and comfortable working in a highly results oriented company
• Strong understanding of partner ecosystems and channel sales
• Excellent verbal and written communications
• Excellent time management and organization skills
• Strong collaborative and teamwork skills
• Strong analytical, strategic mindset, and negotiation skills
• Persuasive communication skills accompanied with the ability to gain a quick understanding of the needs and pain points of channel partners
• Passionate about business and willing to go the extra mile

Responsibilities

• Build and maintain strong relationships with key partners reselling KnowBe4 products
• Conduct deep discovery to understand the partners’ organizational structure, goals and objectives as well as motivators for partner reps
• Develop a comprehensive understanding of your partners business and operations
• Conduct initial onboarding with assigned partners
• Collaborate with partners to develop mutually beneficial, strategic business plans to achieve sales targets
• Enable partners to equip them with positioning, product knowledge, selling best practices and demand generation tools
• Communicate the value of reselling KnowBe4 to increase partner investment
• Engage partner leadership and KnowBe4 leadership to gain executive buy-in and commitment
• Maintain clear and consistent communication with various teams at partner organizations
• Drive partners to the portal to utilize marketing campaigns and demand generation tools and assist them in implementing marketing campaigns
• Coordinate and collaborate on joint marketing efforts and tie it into business goals to deliver ROI
• Collaborate with and support direct sales and customer success teams where needed to manage the overall partner relationship
• Monitor partner performance and track key performance indicators (KPIs)
• Meet assigned targets for monthly sales volume requirements and objectives in assigned partner accounts and maintain a healthy pipeline/accurate forecasting
• Maintain accurate and thorough records in Salesforce.com
• Ensure partner compliance with partner agreements
• Drive adoption of company programs among assigned partners
• Set clear expectations with partners so that they understand rules of engagement, best practices and overall expectations of the partnership

Preferred Qualifications

• Bachelor’s Degree in a relevant field a plus
• Familiarity with standard concepts, practices and procedures within the IT Security Field
• Experience with Salesforce preferred

Benefits

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