Alliance Development Manager (Remote)

About KnowBe4

KnowBe4 is the provider of the world's largest security awareness training and simulated phishing platform. Our platform is used by tens of thousands of organizations globally to manage the ongoing problem of social engineering by training employees to make smarter security decisions daily.

Fortune has ranked us as a best place to work for women, for millennials, and in technology for four years in a row. We have been certified as a "Great Place To Work" in 8 countries and earned numerous other prestigious awards, including Glassdoor's Best Places To Work.

Our team values radical transparency, extreme ownership, and continuous professional development in a welcoming workplace that encourages all employees to be themselves. Whether working remotely or in-person, we strive to make every day fun and engaging through team lunches, trivia competitions, and local outings.

Remote positions are open in the US office only.

Alliance Development Manager Role

The Alliance Development Manager is responsible for driving joint Cloud Service Provider (CSP) Alliance Development plans and managing strategic field relationships, focusing on agreed-upon priorities. This includes driving executive sales alignment, product team alignment, marketing support, field and channel relationships, tracking progress, and driving enablement. By establishing and growing business and technical relationships, along with managing day-to-day interactions, you will help drive top-line revenue growth, deep partner engagement, and overall market adoption.

The ideal candidate will possess a business background enabling executive-level engagement with CSPs, as well as a sales background for interacting with enterprise sales executives and channels. Demonstrated ability to think strategically about business, products, and technical challenges, with the ability to build and convey compelling value propositions and Go-To-Market plans are important skills. Additionally, candidates with strong technical acumen, hands-on experience working with large global conglomerates, and working knowledge of Cloud infrastructure architecture and the enterprise software landscape are preferred.

Responsibilities

• Develop and execute joint-field business development plans with KnowBe4 Business Development Managers and regional business unit strategic goals.
• Track progress toward achieving target alliance partner's market opportunities and ensure alignment with KnowBe4 Cloud Alliances' strategic direction.
• Focus primarily on engaging with AWS, Microsoft & Google.
• Conduct partner sales enablement, certification plans, partner marketing, and marketplace private offer processes to ensure CSP partners are positioned for successful customer sales engagement and implementation.
• Build strong day-to-day people engagement and drive quarterly business cadence.
• Co-present at CSP partner activities to increase awareness of the KnowBe4 HRM platform.
• Monitor and ensure that respective departments in KnowBe4 promptly resolve all partner escalations.
• Collaborate closely with pre-sales, Solution Architects, and account managers to create and drive revenue opportunities for all parties.
• Engage the leadership team, prepare, and give the management team regular CSP business and partner development reviews.

Minimum Qualifications

• Bachelor’s Degree in an appropriate field of study.
• Prior Cloud Alliance and/or CSP Partner Development Management experience is beneficial.
• Experience working with CSPs to develop Go to Market (GTM) programs around co-sell and marketplace.
• 5+ years of experience in IT security sales and managing global enterprise accounts and/or channel partnerships.
• MEDPICC knowledge is an advantage.
• 5+ years of business development experience in the software/technology industry.
• Strong presentation and writing skills and the ability to articulate complex concepts.