Regional Channel Account Manager – Northeast (Remote)

KnowBe4•Boston, MA

2d•Remote

About The Position

As a Regional Channel Account Manager – Northeast, you will be based in the Boston metro area and responsible for developing and growing KnowBe4's channel business across the Northeast region. You will own a portfolio of reselling partners within your assigned geography, including regional partners headquartered in the region and the local branch offices of national partners. Through frequent travel and high-impact, in-person activities such as on-site trainings, floor days, custom events, and joint business planning, you will enable partner sellers, drive deal registrations, and grow closed-won business across the region. You will take an active leadership role in bringing KnowBe4 partner incentive, SPIFF, and rebate programs to life within your territory, partnering with the Partner Programs team to drive adoption, participation, and measurable ROI. Your success will be defined in business (annual growth and market share), breadth (positioning the full KnowBe4 platform), activation (demand generation activities that lead to deal registrations and enablement of sales), and brand awareness (joint success stories).

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 Boston 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

Responsibilities

Build and maintain strong relationships with key partners reselling KnowBe4 products across the Northeast 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 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 Northeast region to partner offices, events, and KnowBe4 meetings (50% or more)