Public Sector Channel Account Manager (Hybrid)

The role

This role leads channel partner relationships across Federal Civilian, DoD and Intelligence Community, and State, Local, and Education (SLED) public sector markets. The job is to grow KnowBe4's platform sales through VARs, systems integrators, distributors and MSSPs.

What you will do

• Develop and run a public sector channel strategy for Federal Civilian, DoD/IC and SLED with ARR and pipeline targets
• Build and scale a tiered partner ecosystem of VARs, systems integrators, distributors and MSSPs
• Recruit, onboard and develop strategic channel partners
• Design partner enablement programs, co-selling playbooks and joint marketing funds
• Run quarterly business reviews with top partners
• Leverage and expand presence on GSA MAS, SEWP V, CIO-SP3 and SLED cooperative contract vehicles
• Guide partners through government RFP/RFI, IDIQ, BPA and task order processes
• Work with Legal to keep partner activities compliant with FAR/DFARS and related rules
• Analyze market trends and represent KnowBe4 at government industry events
• Coordinate with CRO, marketing and product teams on public sector opportunities

Required qualifications

• Bachelor's degree in Business Administration, Information Technology or a related field
• 8+ years of progressive channel sales and partner management in public sector technology
• Deep expertise in U.S. government procurement, including GSA Schedule (MAS), SEWP V, CIO-SP3 and SLED cooperative purchasing vehicles (NASPO, NCPA)
• Proven ability to recruit and scale a partner ecosystem focused on Federal and SLED markets
• Strong understanding of FedRAMP, FISMA, CMMC, NIST SP 800-53/800-171, StateRAMP and CISA mandates
• Experience with teaming arrangements, prime/sub relationships and IDIQ/BPA/task-order selling
• Experience managing channel programs at a SaaS or enterprise software company, including MDF/Co-Op and incentive design
• Expert knowledge of FAR/DFARS and acquisition lifecycle management
• Proficiency with Salesforce CRM, partner relationship management platforms and channel analytics tools
• Excellent executive-level verbal and written communication skills
• Willingness and ability to travel up to 50%

Nice to have

• MBA or equivalent advanced degree

Benefits

• Company-wide bonuses based on monthly sales targets
• Employee referral bonuses
• Adoption assistance
• Tuition reimbursement
• Certification reimbursement
• Certification completion bonuses
• Modern, high-tech and fun work environment

Before you apply

• An applicant assessment and background check may be part of the hiring procedure
• No recruitment agencies

About the company

KnowBe4 provides a digital workforce security platform with attack simulation and training, collaboration security and agent security. It states that more than 70,000 organizations trust it.