National Channel Account Manager

This is a fully remote position, open to applicants in Texas.

📋 Description

• Establish and nurture robust relationships with sellers, sales leadership, and executives throughout the SHI organization.

• Act as the primary local contact for SHI, ensuring a consistent in-person presence at SHI offices within the Austin metro area.

• Collaborate with SHI executives on-site to enhance executive-level relationships, secure buy-in and commitment, and promote strategic initiatives.

• Conduct thorough discovery to comprehend SHI's organizational structure, segmentation, goals, and objectives, as well as the motivators for SHI sellers.

• Formulate and implement joint strategic business plans with SHI, encompassing agreed-upon sales, marketing, enablement, and certification objectives.

• Provide on-site sales training, enablement sessions, and floor days to equip SHI sellers with effective positioning, product knowledge, and selling best practices.

• Design and execute tailored partner events (such as lunch-and-learns, executive briefings, and joint customer events) that stimulate demand and deal registrations.

• Assume a proactive leadership role in incentive, SPIFF, and rebate programs: collaborate with the Partner Programs team—who design and manage these programs—to advocate for them within SHI, propose SHI-specific incentives, boost participation, and oversee results and ROI.

• Propel deal registrations and partner-sourced pipeline; achieve and surpass targets for partner-sourced pipeline and closed-won business.

• Foster alignment between regional KnowBe4 sales teams and their SHI counterparts to ensure consistent field-level engagement and relationship cultivation.

• Organize and facilitate account mapping sessions between KnowBe4 sales teams and SHI sellers to establish measurable channel-sourced pipeline.

• Coordinate and cooperate on joint marketing initiatives with the channel marketing team, aligning activities with business goals and measurable ROI.

• Engage with SHI leadership and KnowBe4 leadership to secure executive buy-in and commitment, including quarterly business reviews (QBRs).

• Encourage SHI to utilize the partner portal for marketing campaigns and demand generation tools.

• Collaborate with and support direct sales and customer success teams as needed to maintain the overall partner relationship.

• Monitor partner performance and track key performance indicators (KPIs); deliver regular updates including forecasts, competitive insights, and partner trends.

• Meet assigned targets for monthly sales volume requirements and objectives within SHI while maintaining a healthy pipeline and 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 comprehensive records in Salesforce.com.

• Ensure partner compliance with agreements and rules of engagement.

• Travel as necessary to SHI offices, events, and KnowBe4 meetings (up to 50%, including regular local travel within the Austin metro area).

⛳️ Requirements

• Bachelor's Degree in a relevant field is preferred.

• Familiarity with standard concepts, practices, and procedures within the IT Security sector.

• A minimum of 5 years of sales experience, with a focus on Channel Sales.

• Experience working with large national partners (e.g., CDW, SHI, Insight, Connection) is required; direct experience with SHI is strongly preferred.

• Must reside in or be willing to relocate to the Austin, Texas metro area.

• Must demonstrate sales aptitude while being assertive, persistent, consultative, and comfortable in a highly results-driven environment.

• Strong knowledge of partner ecosystems and channel sales, including national partner structures and segmentation.

• Proven experience in driving partner results through incentive, SPIFF, and rebate programs.

• Exceptional verbal and written communication skills.

• Strong presentation and training delivery capabilities.

• Excellent time management and organizational skills.

• Strong collaborative and teamwork abilities.

• Strong analytical, strategic thinking, and negotiation skills.

• Good understanding of customer needs and pain points, positioning the KnowBe4 value proposition accordingly.

• Ability to influence communication while making complex concepts understandable and quickly grasping the needs and pain points of channel partners.

• Willingness to travel up to 50%.

🏝️ Benefits

• Company-wide bonuses based on monthly sales targets.

• Employee referral bonuses.

• Adoption assistance.

• Tuition reimbursement.

• Certification reimbursement.

• Certification completion bonuses.