Public Sector Channel Account Manager (Hybrid)

KnowBe4•Arlington, VA

3d•Hybrid

About The Position

KnowBe4 is hiring a Public Sector Channel Account Manager to lead channel partner strategy and execution across Federal Civilian, Department of Defense and Intelligence Community, and State, Local, and Education markets. Reporting directly to the Channel Chief, this role identifies, recruits, and develops public-sector-focused VARs, Systems Integrators, distributors, and MSSPs to grow market penetration and revenue for KnowBe4’s platform. The role develops segment-specific go-to-market plans, partner programs, pipeline goals, and revenue strategies aligned with government procurement vehicles and compliance requirements. It requires deep expertise in government acquisition, cybersecurity regulations, and partner-led SaaS or enterprise software sales. The position also collaborates across Legal, Finance, Compliance, Sales, Marketing, Product, and executive leadership, and represents KnowBe4 at government-focused industry events. Travel of up to 50% is expected.

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 record of exceeding revenue targets.
Deep expertise in U.S. government procurement, including GSA Schedule (MAS), SEWP V, CIO-SP3, and SLED cooperative purchasing vehicles such as NASPO and NCPA.
Experience recruiting, developing, and scaling partner ecosystems of SIs, VARs, distributors, and MSSPs in Federal and SLED markets.
Strong understanding of federal and state cybersecurity frameworks and mandates, including 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, and task-order sales motions.
Experience managing channel programs at a SaaS or enterprise software company, including MDF/Co-Op, partner portals, and incentive programs.
Expert knowledge of FAR/DFARS, contract vehicles, and the government acquisition lifecycle.
Experience with partner recruitment, tiering, business planning, QBRs, MDF/Co-Op administration, and conflict resolution.
Ability to develop and communicate 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 market intelligence and pipeline metrics to guide decisions 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% for partner meetings, agency visits, and industry events.

Nice To Haves

MBA or equivalent advanced degree.

Responsibilities

Develop and execute channel strategy and segment-specific go-to-market plans for Federal Civilian, DoD/IC, and SLED markets.
Build and scale a partner ecosystem of public-sector VARs, Systems Integrators, distributors, and MSSPs.
Drive partner-sourced and partner-influenced revenue growth and establish pipeline, bookings, and growth KPIs.
Identify new opportunities through agency initiatives, cybersecurity mandates, zero-trust programs, and government funding priorities.
Recruit, onboard, enable, and develop strategic channel partners.
Design partner sales training, certifications, co-selling playbooks, and joint marketing fund programs.
Conduct quarterly business reviews with partners and create action plans to improve revenue and partner performance.
Develop prime/subcontractor teaming arrangements and position KnowBe4 as a subcontractor on SI-led bids.
Expand KnowBe4’s presence on government contract vehicles and guide partners through acquisition and competitive bidding processes.
Monitor federal and SLED budget cycles and develop strategies to maintain pipeline momentum amid fiscal uncertainty.
Coordinate with Legal to ensure partner activities comply with applicable regulations, contract requirements, and internal standards.
Maintain knowledge of cybersecurity compliance frameworks relevant to government customers.
Work with Legal, Finance, and Compliance to review partner agreements, incentives, and government contract terms.
Analyze government IT spending, competitive developments, mandates, and SLED cybersecurity funding initiatives.
Represent KnowBe4 at government-focused events and build brand visibility and thought leadership.
Educate executive and cross-functional teams on public-sector channel strategy, procurement, buying processes, and compliance requirements.
Coordinate with Sales, Marketing, and Product to align public-sector opportunities and reduce channel conflict.
Co-develop government-focused demand-generation campaigns with Marketing.