Account Manager (ENT/Strategic) (Hybrid)

Responsibilities

• Promote and sell KnowBe4’s range of products and services
• Build and maintain a pipeline of potential cross sale, add-on and upgrade opportunities by developing and managing relationships with your assigned accounts
• Identify key decision makers while developing and qualifying cross sale, add-on and upgrade opportunities
• Arculate the value proposition of KnowBe4’s full suite of products and help the customer understand how it will improve their business’s security awareness training (and security overall)
• Achieve or exceed monthly quotas and/or targets
• Be well versed in KnowBe4’s product offerings and promote the products and services at trade shows as requested
• Follow up on marketing leads to generate sales opportunities and pipeline
• Act strategically in offering or negotiating discounted pricing, in line with established policies and procedures
• Maintain accurate and thorough records for customer calls, emails, notes, tasks, demos and other relevant information in compliance with the Administration Policy
• Support in the renewal process where there is an opportunity to grow the account
• Work with those Customer Success Managers and Renewal Specialists assigned to your customer accounts to the end of your customers increasing their commitment and use of the Knowbe4 Product Suite

Requirements

• Bachelor's Degree strongly preferred (exceptions may be made for military experience)
• Proven track record selling to EVP and C-level (CISOs and Security Teams a plus)
• 5+ years SaaS sales experience (Cybersecurity preferred but not required)
• Experience selling deals $500K+ in the Enterprise segment
• Experience selling multi-year deals
• International: English and local language proficiency required
• Has demonstrated expertise in value-based selling methodologies with enterprise accounts
• Executive-level presentation and communication skills
• Experience with strategic account planning and management showing measurable account growth
• Experience managing and progressing opportunities involving multiple stakeholders
• Experience creating and communicating compelling business cases
• Experience with consultative selling approach and value selling methodology
• Experience handling technical objections
• Skilled in running discovery conversations and managing tailored product demonstrations
• Experience with CRM systems (preferably Salesforce)
• Experience with pipeline management & accurate forecasting
• Familiarity with standard concepts, practices and procedures within the IT Security Field
• Network or Security Plus preferred
• Proven track record of grit and resilience in challenging situations, with high performance under pressure
• Colegiate athlete or competitive sports background demonstrating rigorous discipline, teamwork, dedication, and competitive spirit
• History of setting and achieving ambitious personal or professional goals
• Track record of leadership in team settings
• Quick learner with strong listening skills
• Strong written and verbal communication skills, with previous presentation experience
• Excellent phone presence and professional demeanor
• Time management and organizational skills
• Ability to handle rejection and maintain persistence

Qualifications

• General understanding of: Human Risk Management & challenges faced by IT / InfoSec Teams / Compliance & Board Members
• Basic network and email security concepts
• SIEM/SOAR platforms
• Zero Trust Architecture
• Cloud security architecture
• Email security solutions
• GRC platforms
• General understanding of Security Technology Stack: Enterprise IAM solutions (Okta, Ping, Azure AD) SIEM platforms (Splunk, QRadar, LogRhythm) EDR platforms (CrowdStrike, Carbon Black, SentinelOne) Cloud security (AWS Security Hub, Azure Security Center) Email security solutions GRC platforms
• Basic computer literacy and comfort with business applications
• Ability to quickly grasp and explain basic technical concepts
• Interest in keeping up with current technology and cybersecurity trends

Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment.

Note: An applicant assessment and background check may be part of your hiring procedure. Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation. No recruitment agencies, please.