Channel Account Manager (LARs) (Remote)

As a Channel Account Manager (LARs) at KnowBe4, your primary responsibilities include building and maintaining strong relationships with key reseller partners, conducting deep discovery sessions to understand their organizational structures, and developing comprehensive business plans. You’ll also be tasked with onboarding new partners, enabling them with the necessary tools and knowledge to sell KnowBe4 products successfully, and driving customer acquisition through effective demand generation strategies.

The Channel Account Manager (LARs) position at KnowBe4 requires at least a high school diploma or GED, with a Bachelor’s Degree in a relevant field considered a plus. Candidates should have a minimum of three years of sales experience in a channel sales environment, familiarity with IT security concepts, and ideally, experience using Salesforce. Strong communication and analytical skills, as well as a proven ability to meet sales quotas, are also essential.

Performance for a Channel Account Manager (LARs) at KnowBe4 is measured by various key performance indicators (KPIs), including monthly sales volume targets and the health of the sales pipeline. Regular communication with partner organizations ensures that both parties are aligned on goals and achievement metrics.

At KnowBe4, a Channel Account Manager (LARs) can expect a modern and fun work environment that promotes radical transparency and continuous professional development. The company fosters a culture of inclusivity and teamwork, allowing employees to thrive whether they're in the office or working remotely. Regular team activities and a relaxed atmosphere contribute to an engaging workplace.

Channel Account Managers (LARs) at KnowBe4 enjoy a comprehensive benefits package that includes company-wide bonuses based on sales performance, employee referral bonuses, tuition and certification reimbursement, as well as a relaxed dress code. With a focus on employee wellbeing and career growth, KnowBe4 provides a variety of incentives to support their team’s success.

When answering this question, highlight specific past roles where you successfully managed channel relationships. Discuss your strategies for building rapport, onboarding new partners, and driving sales growth through effective collaboration.

Share your philosophy on relationship-building, emphasizing the importance of open communication and understanding the partner's business. Provide specific examples of how you've created mutually beneficial partnerships in previous roles.

Discuss tailored strategies, such as setting clear goals with partners, conducting regular performance reviews, and leveraging marketing campaigns to support sales initiatives. Mention your experience with metrics and how they've guided your approach.

Explain your conflict resolution process, focusing on communication and collaboration. Share an example of a conflict you've successfully resolved, highlighting your ability to listen, negotiate, and maintain a positive partnership.

Identify key tools you’ve used in your career, like Salesforce for tracking KPIs and marketing automation platforms to manage campaigns. Discuss how these tools have enhanced your efficiency and the partner experience.

Outline your approach to partner enablement, such as providing training sessions, sales resources, and ongoing support. Mention specific techniques you've employed to ensure partners understand the product's value and selling points.

Identify relevant KPIs, like sales volume, deal registration rates, and customer feedback. Discuss how these metrics inform your strategies and decisions related to partner management and how maintaining clear records contributes to your analysis.

Talk about your strategies for staying engaged and productive while working remotely, such as setting daily goals, maintaining routine communication with team members, and incorporating breaks to recharge.

Offer details of a specific campaign, including its strategy, execution, and outcomes. Highlight your role in the collaboration and the impact it had on both your company and the partner's sales.

Share your passion for IT security and the impact it has on businesses today. Discuss relevant trends that excite you and how they can provide opportunities for channel partners, making a case for why the role of a Channel Account Manager is critical in this space.