As a Business Development Manager, your goal is to drive revenue influenced by alliance partners that are assigned to you. You are responsible for building relationships with assigned alliance partners that will result in increased leads, and/or revenue. In addition, you will work to source, qualify and onboard new partners. You'll capture what motivates and drives them, what their focus is and build a better together story. You'll enable them to be more successful in recommending KnowBe4 products. You'll work with partner leadership to gain executive buy-in and leverage KnowBe4 leadership to continue to build it. You'll collaborate with your partner via regular business reviews to build joint business plans with agreed upon metrics and drive customer acquisition through demand generation campaigns.
Responsibilities:
Build and maintain strong relationships with key alliance partners recommending KnowBe4 products
Conduct deep discovery to understand the partners' organizational structure, goals and objectives as well as motivators for partner personnel
Develop a comprehensive understanding of your partners business and operations
Conduct initial onboarding with assigned partners
Collaborate with partners to develop mutually beneficial, strategic business plans to achieve targets
Enable partners to equip them with positioning, product knowledge, marketing best practices and demand generation tools
Communicate the value of referring KnowBe4 to increase partner investment
Engage partner leadership and KnowBe4 leadership to gain executive buy-in and commitment
Maintain clear and consistent communication with various stakeholders and teams at partner organizations
Drive partners to the portal to utilize marketing campaigns and demand generation tools and assist them in implementing marketing campaigns
Coordinate and collaborate on joint marketing efforts and tie it into business goals to deliver ROI
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)
Meet and exceed assigned targets for monthly sales volume requirements and objectives in assigned partner accounts and maintain a healthy pipeline/accurate forecasting
Maintain accurate and thorough records in Salesforce and other workflow tools
Ensure partner compliance with partner agreements
Drive adoption of company programs among assigned partners
Set clear expectations with partners so that they understand rules of engagement, best practices and overall expectations of the partnership
Requirements:
Bachelor's Degree in a relevant field required
Familiarity with standard concepts, practices and procedures within the IT Security Field
Familiarity with cybersecurity field preferred
Minimum 3 years of sales experience (exceeding quota on a consistent basis)
Alliance Sales and Business Development experience strongly preferred
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
Excellent verbal and written communications
Excellent time management and organization skills
Strong collaborative and teamwork skills
Strong analytical, strategic mindset, and negotiation skills
Persuasive communication skills accompanied with the ability to gain a quick understanding of the needs and pain points of channel partners
Passionate about business and willing to go the extra mile