Channel Account Manager (LARs) (Hybrid)

As a Channel Account Manager (LARs) at KnowBe4, your main responsibility is to build and maintain strong relationships with key reseller partners. This includes conducting comprehensive discovery to understand their organizational goals, facilitating initial onboarding, and collaborating on joint business plans to achieve sales targets. You will also be responsible for enabling partners with sales tools and best practices, ensuring effective communication between partner and KnowBe4 leadership, and monitoring partner performance.

To apply for the Channel Account Manager (LARs) position at KnowBe4, you'll need a high school diploma or GED, although a Bachelor's Degree in a relevant field is preferred. A minimum of three years of sales experience, particularly in Channel Sales, is required, along with familiarity with Salesforce. Your ability to demonstrate sales aptitude, communication skills, and understanding of the partner ecosystem will be key to your success in this role.

KnowBe4 is committed to continuous professional development. As a Channel Account Manager (LARs), you’ll have access to various resources that encourage growth, including ongoing training sessions, mentorship programs, and opportunities to attend industry conferences. With a culture that values radical transparency and teamwork, you will have many chances to learn from colleagues and engage in collaborative projects.

At KnowBe4, the work environment is modern, high-tech, and fun! We have a hybrid work model that allows flexibility whether you choose to work remotely or in-person. Our culture is built on engaging activities such as team lunches, trivia competitions, and local outings, ensuring a dynamic workplace where employees can thrive and express themselves.

As a Channel Account Manager (LARs) at KnowBe4, you can expect a wealth of fantastic benefits. These include company-wide bonuses based on monthly sales performance, employee referral bonuses, and financial assistance for adoption and educational pursuits. You'll also enjoy a relaxed dress code and a workplace that supports employee wellbeing and work-life balance.

At KnowBe4, the success of Channel Account Managers (LARs) is measured through established key performance indicators (KPIs) that focus on metrics such as deal registrations, new customer acquisitions, and overall partner performance. Regular performance reviews and feedback sessions are conducted to ensure that every team member meets their assigned targets and feels supported in their role.

The onboarding process for new partners at KnowBe4 is an essential aspect of the role of the Channel Account Manager (LARs). This process includes detailed discovery sessions to understand the partner's goals, conducting training on KnowBe4 products, and collaborating to develop a strategic business plan that aligns with both parties' objectives. Clear communication and ongoing support are paramount to help partners succeed right from the start.

In answering this question, be specific about your past roles in channel sales, including how you've successfully built and maintained relationships with partners. Highlight any metrics you've achieved, such as exceeding sales quotas or increasing partner engagement, and explain how these experiences have equipped you with the skills needed for success as a Channel Account Manager at KnowBe4.

When building relationships with key partners, I prioritize developing trust and understanding their unique business needs. I engage in deep discovery sessions to learn about their organizational structure and sales goals. By focusing on open communication and aligning our strategies, I ensure that both the partner and KnowBe4 benefit from a mutually successful partnership.

To drive customer acquisition via partner channels, I would collaborate with partners to create tailored marketing strategies that resonate with their client base. Implementing joint marketing campaigns, sharing demand generation tools, and providing training on effective product positioning are ways I would enhance partner capabilities and boost customer engagement.

I utilize Salesforce to maintain accurate records of partner performance and track key metrics such as sales volume and deal registrations. Regular performance reviews allow me to identify areas for improvement, set objectives, and provide actionable feedback to partners to ensure continued growth and success.

An effective response would include a specific example where you identified a partner's needs, such as product training or marketing support, and how you addressed it. Detail the strategies employed, the relationship dynamics, and the successful outcome that resulted, emphasizing how your input led to increased sales for that partner.

Key qualities for a successful Channel Account Manager at KnowBe4 include strong communication skills, adaptability, and a deep understanding of the IT security landscape. Being persuasive and possessing a strategic mindset to navigate partner relationships effectively is vital. I also believe a passion for collaboration and the ability to negotiate win-win outcomes are crucial.

To ensure I'm meeting partner expectations, I would set clear goals and KPIs from the outset, maintaining regular check-ins and open lines of communication. I would solicit feedback on what’s working and where improvements can be made, remaining flexible to adapt to changing needs while holding myself accountable to the partner's defined objectives.

Marketing plays a pivotal role in channel sales by generating awareness and demand for products. It helps in equipping partners with the necessary tools, collateral, and promotions to engage their customer base. By collaborating on marketing strategies, channel managers can ensure consistent messaging and effective campaigns that resonate with end-users.

In my previous roles, I’ve utilized Salesforce extensively for tracking sales activities, managing client relationships, and maintaining accurate reporting. I use it to monitor pipeline health, analyze sales performance, and forecast future trends, ensuring that I have the data required to drive strategic decision-making effectively.

When conflicts arise in partner relationships, I approach them with open-mindedness and a focus on collaborative problem-solving. I strive to understand all perspectives involved and seek common ground. By maintaining professional communication and a solutions-oriented attitude, I aim to resolve issues constructively and strengthen the partnership.