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 productsConduct deep discovery to understand the partners' organizational structure, goals and objectives as well as motivators for partner personnelDevelop a comprehensive understanding of your partners business and operationsConduct initial onboarding with assigned partnersCollaborate with partners to develop mutually beneficial, strategic business plans to achieve targetsEnable partners to equip them with positioning, product knowledge, marketing best practices and demand generation toolsCommunicate the value of referring KnowBe4 to increase partner investmentEngage partner leadership and KnowBe4 leadership to gain executive buy-in and commitmentMaintain clear and consistent communication with various stakeholders and teams at partner organizationsDrive partners to the portal to utilize marketing campaigns and demand generation tools and assist them in implementing marketing campaignsCoordinate and collaborate on joint marketing efforts and tie it into business goals to deliver ROICollaborate with and support direct sales and customer success teams where needed to manage the overall partner relationshipMonitor 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 forecastingMaintain accurate and thorough records in Salesforce and other workflow toolsEnsure partner compliance with partner agreementsDrive adoption of company programs among assigned partnersSet clear expectations with partners so that they understand rules of engagement, best practices and overall expectations of the partnershipRequirements:Bachelor's Degree in a relevant field requiredFamiliarity with standard concepts, practices and procedures within the IT Security FieldFamiliarity with cybersecurity field preferredMinimum 3 years of sales experience (exceeding quota on a consistent basis)Alliance Sales and Business Development experience strongly preferredMust be able to demonstrate sales aptitude while being assertive, persistent, consultative, and comfortable working in a highly results oriented companyStrong understanding of partner ecosystems and channel salesExcellent verbal and written communicationsExcellent time management and organization skills
