Regional Channel Account Manager – Northeast

🔥 18 hours ago

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $150k - $200k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

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KnowBe4

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2010

🔒 Cybersecurity

☁️ SaaS

📚 Education

Cybersecurity • SaaS • Education

KnowBe4 is a leading platform specializing in security awareness training and simulated phishing to help organizations manage the human element of cybersecurity. The KnowBe4 HRM+ platform is used by approximately 70,000 organizations globally to bolster cybersecurity risk management strategies, integrating AI-powered solutions to improve security culture and user behavior. KnowBe4 offers a comprehensive array of products including email security, security coaching, and compliance training, designed to educate and protect against social engineering, phishing, and other cyber threats. Its innovative approach combines real-time security coaching and AI-defense agents to mitigate human risks and reduce vulnerabilities. Trusted by many top cybersecurity companies, KnowBe4 is a significant player in enhancing security awareness and compliance across industries.

📋 Description

• Build and maintain strong relationships with key partners reselling KnowBe4 products across the Northeast region • Develop and execute a regional territory plan that prioritizes partners by opportunity, coverage, and growth potential • Engage with partner executives onsite to strengthen executive-level relationships, gain buy-in and commitment, and advance strategic initiatives • Conduct deep discovery to understand each partner's organizational structure, goals and objectives, and the motivators for partner reps • Develop and execute joint strategic business plans with priority partners, including agreed-upon sales, marketing, enablement, and certification goals • Deliver on-site sales trainings, enablement sessions, and floor days across the region to equip partner sellers with positioning, product knowledge, and selling best practices • Create and execute custom partner events (lunch-and-learns, executive briefings, joint customer events) that generate demand and deal registrations • Take an active leadership role in incentive, SPIFF, and rebate programs: partner with the Partner Programs team — who design and administer these programs — to champion them across the region, propose region-wide or partner-specific incentives, drive participation, and own the results and ROI • Drive deal registrations and partner-sourced pipeline; meet and exceed targets for partner-sourced pipeline and closed-won business • Drive alignment between regional KnowBe4 sales teams and their partner counterparts — from field sellers to sales leadership — to ensure consistent field-level engagement and relationship building within the region • Facilitate account mapping sessions between KnowBe4 regional sales teams and partner sellers to create measurable channel-sourced pipeline • Identify, recruit, and onboard new partners within the region as needed to support growth • Coordinate and collaborate on joint marketing efforts with the channel marketing team, tying activities to business goals and measurable ROI • Engage partner leadership and KnowBe4 leadership to gain executive buy-in and commitment, including quarterly business reviews (QBRs) • Drive partners to the partner portal to utilize marketing campaigns and demand generation tools • 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); provide regular updates including forecasts, competitive analysis, market trends, and territory opportunity • Meet assigned targets for monthly sales volume requirements and objectives in assigned partner accounts and maintain a healthy pipeline/accurate forecasting • Become a subject matter expert on one or more channel topics (e.g., deal registration, partner account planning, incentive platforms, partner program operations) and share best practices with the broader channel team • Maintain accurate and thorough records in Salesforce.com • Ensure partner compliance with partner agreements and rules of engagement • Travel extensively throughout the Northeast region to partner offices, events, and KnowBe4 meetings (50% or more)

🎯 Requirements

• Bachelor's Degree in a relevant field a plus • Familiarity with standard concepts, practices and procedures within the IT Security field • Minimum 3 years of sales experience, Channel Sales required • Experience managing a multi-partner territory or region strongly preferred • Must reside in or be willing to relocate to the Boston metro area • 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, including regional VARs and national partner branch structures • Experience driving partner results through incentive, SPIFF, and rebate programs • Strong territory planning and prioritization skills across a multi-partner portfolio • Excellent verbal and written communication • Excellent presentation and training delivery skills • Excellent time management and organization skills • Strong collaborative and teamwork skills • Strong analytical, strategic mindset, and negotiation skills • Having a good understanding of customer needs and pain points and positioning the KnowBe4 proposition to that accordingly • Influencing communications accompanied with the ability to make the complex understandable and gain a quick understanding of the needs and pain points of channel partners • Ability and willingness to travel 50% or more throughout the assigned region

🏖️ Benefits

• Company-wide bonuses based on monthly sales targets • Employee referral bonuses • Adoption assistance • Tuition reimbursement • Certification reimbursement • Certification completion bonuses • Modern, high-tech, and fun work environment