Regional Channel Account Manager – TOLA
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Job Description
Regional Channel Account Manager developing KnowBe4's channel business for TOLA region. Drive partner relationships and business growth through strategic initiatives and enablement programs.
Responsibilities:
- Build and maintain strong relationships with key partners reselling KnowBe4 products across the TOLA 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 TOLA 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 Dallas 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
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