Note: The job is a remote job and is open to candidates in USA. KnowBe4 empowers the modern workforce to make smarter security decisions every day. As a National Channel Account Manager – CDW, you will develop and grow KnowBe4's business within CDW by building relationships and executing account strategies to drive sales and partner engagement.
Responsibilities
- Build and maintain strong relationships with sellers, sales leadership, and executives across the CDW organization
- Serve as a primary local point of contact for CDW, maintaining a consistent in-person presence at CDW offices in the Chicago metro area
- Execute the CDW account strategy under the direction of the Senior National Channel Account Manager – CDW
- Engage with CDW executives onsite to strengthen executive-level relationships, gain buy-in and commitment, and advance strategic initiatives
- Conduct deep discovery to understand CDW's organizational structure, segmentation, goals and objectives, and the motivators for CDW sellers
- Develop and execute joint strategic business plans with CDW, including agreed-upon sales, marketing, enablement, and certification goals
- Deliver on-site sales trainings, enablement sessions, and floor days to equip CDW 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 — who design and administer these programs — to champion them within CDW, propose CDW-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 counterparts within CDW to ensure consistent field-level engagement and relationship building
- Facilitate account mapping sessions between KnowBe4 sales teams and CDW sellers to create measurable channel-sourced pipeline
- Coordinate and collaborate on joint marketing efforts with the channel marketing team, tying activities to business goals and measurable ROI
- Engage CDW leadership and KnowBe4 leadership to gain executive buy-in and commitment, including quarterly business reviews (QBRs)
- Drive CDW 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, and partner trends
- Meet assigned targets for monthly sales volume requirements and objectives within CDW 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 as required to CDW offices, events, and KnowBe4 meetings (up to 50%, including regular local travel within the Chicago metro area)
Skills
- Bachelor's Degree in a relevant field a plus
- Familiarity with standard concepts, practices and procedures within the IT Security field
- Minimum 5 years of sales experience, Channel Sales required
- Experience working with large national partners (e.g., CDW, SHI, Insight, Connection) required
- Must reside in or be willing to relocate to the Chicago 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 national partner structures and segmentation
- Experience driving partner results through incentive, SPIFF, and rebate programs
- 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 up to 50%
- Direct experience with CDW strongly preferred
Benefits
- Company-wide bonuses based on monthly sales targets
- Employee referral bonuses
- Adoption assistance
- Tuition reimbursement
- Certification reimbursement
- Certification completion bonuses
Company Overview