National Channel Account Manager - SHI (Remote)

Responsibilities

• Build and maintain strong relationships with sellers, sales leadership, and executives across the SHI organization
• Serve as a primary local point of contact for SHI, maintaining a consistent in-person presence at SHI offices in the Austin metro area
• Engage with SHI executives onsite to strengthen executive-level relationships, gain buy-in and commitment, and advance strategic initiatives
• Conduct deep discovery to understand SHI's organizational structure, segmentation, goals and objectives, and the motivators for SHI sellers
• Develop and execute joint strategic business plans with SHI, including agreed-upon sales, marketing, enablement, and certification goals
• Deliver on-site sales trainings, enablement sessions, and floor days to equip SHI 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 SHI, propose SHI-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 SHI to ensure consistent field-level engagement and relationship building
• Facilitate account mapping sessions between KnowBe4 sales teams and SHI sellers to create measurable channel-sourced pipeline
• Collaborate with and support direct sales and customer success teams where needed to manage the overall partner relationship
• Maintain accurate and thorough records in Salesforce.com
• Ensure partner compliance with partner agreements and rules of engagement
• Travel as required to SHI offices, events, and KnowBe4 meetings (up to 50%, including regular local travel within the Austin metro area)

Qualifications

• 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; direct experience with SHI strongly preferred
• Must reside in or be willing to relocate to the Austin, Texas 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
• 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

Pay

The compensation for this position ranges from $150,000 - $175,000 including base, bonuses and commissions, which will vary depending on how well an applicant's skills and experience align with the job description listed above.

Schedule

No specific schedule is provided in the job posting.