Regional Channel Account Manager – TOLA

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

📋 Description

• Establish and nurture robust relationships with key partners who are reselling KnowBe4 products throughout the TOLA region.

• Create and implement a regional territory strategy that prioritizes partners based on opportunity, coverage, and potential for growth.

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

• Perform comprehensive discovery to grasp each partner's organizational framework, goals, objectives, and the motivations of partner representatives.

• Formulate and execute collaborative strategic business plans with priority partners, encompassing mutually agreed-upon sales, marketing, enablement, and certification objectives.

• Conduct on-site sales training, enablement sessions, and field days across the region to empower partner sellers with positioning, product knowledge, and best selling practices.

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

• Take a proactive leadership role in incentive, SPIFF, and rebate programs: collaborate with the Partner Programs team—responsible for designing and administering these programs—to promote them throughout the region, propose region-wide or partner-specific incentives, drive participation, and manage results and ROI.

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

• Ensure alignment between regional KnowBe4 sales teams and their partner counterparts—from field sellers to sales leadership—to guarantee consistent engagement and relationship building at the field level within the region.

• Lead account mapping sessions between KnowBe4 regional sales teams and partner sellers to generate measurable channel-sourced pipeline.

• Identify, recruit, and onboard new partners within the region as necessary to facilitate growth.

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

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

• Direct partners to the partner portal to take advantage of marketing campaigns and demand generation tools.

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

• Monitor partner performance and track key performance indicators (KPIs); provide regular updates that include forecasts, competitive analysis, market trends, and territory opportunities.

• Meet designated targets for monthly sales volume requirements and objectives within assigned partner accounts 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 wider channel team.

• Maintain precise and comprehensive 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 is a plus.

• Familiarity with standard concepts, practices, and procedures in the IT Security field.

• At least 3 years of sales experience, with a focus on Channel Sales required.

• Experience managing a multi-partner territory or region is highly preferred.

• Must reside in or be willing to relocate to the Dallas metro area.

• Ability to demonstrate sales aptitude while being assertive, persistent, consultative, and comfortable in a highly results-oriented environment.

• Strong understanding of partner ecosystems and channel sales, including regional VARs and national partner branch structures.

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

• Excellent territory planning and prioritization skills across a multi-partner portfolio.

• Outstanding verbal and written communication skills.

• Exceptional presentation and training delivery abilities.

• Excellent time management and organizational skills.

• Strong collaborative and teamwork capabilities.

• Robust analytical, strategic thinking, and negotiation skills.

• Good understanding of customer needs and pain points, along with the ability to position the KnowBe4 proposition accordingly.

• Proficient in influencing communications, capable of making complex topics understandable, and quickly grasping the needs and pain points of channel partners.

• Willingness and ability 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.