Public Sector Channel Account Manager (Hybrid)

KnowBe4•Arlington, VA

2d•Hybrid

About The Position

The Public Sector Channel Account Manager leads the strategy and execution of channel partner relationships across Federal Civilian, Department of Defense and Intelligence Community, and State, Local, and Education (SLED) markets. The role drives growth and market penetration for KnowBe4’s platform by identifying, recruiting, and cultivating public sector-focused value-added resellers, systems integrators, distributors, and managed security service providers. It reports directly to the Channel Chief and develops channel programs aligned with government procurement vehicles, federal compliance mandates, and company revenue objectives. The position requires deep knowledge of government acquisition, cybersecurity compliance, and partner-led SaaS or enterprise software sales. It develops segment-specific go-to-market plans, builds and enables a tiered partner ecosystem, grows partner-sourced and partner-influenced revenue, and supports partner activity across government contract vehicles and acquisition processes. The role also coordinates with Legal, Finance, Compliance, Sales, Marketing, Product, and executive leadership to manage risk, align public sector strategy, and maximize market coverage. Travel of up to 50% is required.

Requirements

Bachelor’s degree in Business Administration, Information Technology, or a related field.
At least 8 years of progressive public sector technology channel sales and partner management experience, with a demonstrated record of exceeding revenue targets.
Deep expertise in U.S. government procurement, including hands-on experience with GSA Schedule (MAS), SEWP V, CIO-SP3, and SLED cooperative purchasing vehicles such as NASPO and NCPA.
Proven ability to recruit, develop, and scale partner ecosystems of SIs, VARs, distributors, and MSSPs focused on Federal and SLED markets.
Strong understanding of FedRAMP, FISMA, CMMC, NIST SP 800-53/800-171, StateRAMP, and CISA mandates.
Experience structuring and managing teaming arrangements, prime/subcontractor relationships, and IDIQ/BPA/task-order selling motions.
Experience managing channel programs at a SaaS or enterprise software company, including MDF/Co-Op management, partner portal administration, and incentive program design.
Expertise in FAR/DFARS, contract vehicle structures, and government acquisition lifecycle management.
Experience with partner recruitment, tiering, business planning, QBR facilitation, MDF/Co-Op administration, and conflict resolution.
Ability to develop long-term channel strategies aligned with organizational goals and government cybersecurity market opportunities.
Excellent executive-level verbal and written communication skills, including the ability to present to agency CISOs, partner executives, and senior internal leaders.
Proficiency with Salesforce CRM, PRM platforms, and channel analytics tools.
Strong analytical skills and ability to use data, market intelligence, and pipeline metrics to guide investment and partner performance.
Experience with Gmail, Google Workspace, and Microsoft Office Suite, including Word, Excel, and PowerPoint.
Willingness and ability to travel up to 50%.

Nice To Haves

MBA or equivalent advanced degree.

Responsibilities

Develop and execute public sector channel strategy and segment-specific go-to-market plans, ARR targets, and pipeline goals for Federal Civilian, DoD/IC, and SLED markets.
Build and scale a tiered ecosystem of public sector VARs, systems integrators, distributors, and MSSPs.
Drive partner-sourced and partner-influenced ARR growth and establish pipeline, bookings, and growth KPIs by partner tier and segment.
Identify new opportunities by monitoring agency IT modernization initiatives, CISA mandates, zero-trust programs, and cybersecurity funding priorities.
Recruit, onboard, and develop strategic partners using partner profiling and business-case analysis.
Create and manage partner enablement programs, including sales training, product certifications, co-selling playbooks, and MDF/Co-Op funds.
Conduct QBRs with top-tier partners, assess pipeline and competitive positioning, identify enablement gaps, and develop revenue-acceleration action plans.
Develop prime/subcontractor teaming arrangements and help partners establish compliant teaming agreements.
Expand KnowBe4’s presence on government contract vehicles, including GSA MAS, SEWP V, CIO-SP3, NASA SEWP, and state cooperative contracts.
Guide partners through RFP/RFI responses, IDIQ task orders, BPAs, sole-source justifications, and competitive bid strategies.
Monitor federal and SLED budget cycles, appropriations, and continuing resolution impacts, and develop strategies to sustain pipeline momentum.
Coordinate with Legal to ensure channel activities comply with applicable federal and state regulations, FAR/DFARS, executive orders, ITAR restrictions, and company standards.
Maintain expertise in government cybersecurity compliance frameworks and collaborate with Legal, Finance, and Compliance to vet agreements, incentives, and contract terms.
Analyze government IT spending, competition, emerging mandates, and SLED cybersecurity funding initiatives.
Represent KnowBe4 at government-focused industry events and build brand visibility and thought leadership.
Educate executive and cross-functional teams on public sector channel strategy, government buying processes, and compliance requirements.
Coordinate with direct sales, Marketing, and Product to align public sector opportunity coverage and avoid channel conflict.
Co-develop demand generation campaigns, agency-targeted digital campaigns, event sponsorships, and thought leadership content.
Travel up to 50% for partner meetings, agency visits, and industry events.