KnowBe4

Account Manager, ENT/Strategic

KnowBe4

full-time

Posted on:

Origin:  • 🇺🇸 United States • New York

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Salary

💰 $218,000 - $230,000 per year

Job Level

Mid-LevelSenior

Tech Stack

AWSAzureCloudCyber SecuritySplunk

About the role

  • Manage assigned customer accounts and maximize all sales opportunities within those accounts, promoting and selling KnowBe4’s additional products and services to enterprise organizations (1501+ employees)
  • Target book of business to maximize cross-sale opportunities, increase subscription levels and add seats due to account growth
  • Work closely with Customer Success Manager to ensure increased ARR and product suite adoption
  • Build and maintain pipeline of potential cross sale, add-on and upgrade opportunities by developing and managing relationships with assigned accounts
  • Identify key decision makers and qualify cross sale, add-on and upgrade opportunities
  • Articulate value proposition of KnowBe4’s full suite of products and explain security benefits to customers
  • Achieve or exceed monthly quotas and targets
  • Promote products at trade shows as requested and follow up on marketing leads to generate pipeline
  • Negotiate pricing in line with policies and maintain records for customer interactions in compliance with Administration Policy
  • Support renewal process where there is opportunity to grow the account and work with Customer Success Managers and Renewal Specialists to increase customer commitment and use of the KnowBe4 Product Suite

Requirements

  • Bachelor's Degree strongly preferred (exceptions may be made for military experience). Degree in any field acceptable, but a plus if Cybersecurity, Computer Science, IT, Business, Marketing.
  • Proven track record selling to EVP and C-level (CISOs and Security Teams a plus)
  • 5+ years SaaS sales experience (Cybersecurity preferred but not required)
  • Experience selling deals $500K+ in the Enterprise segment
  • Experience selling multi-year deals
  • International: English and local language proficiency required.
  • Has demonstrated expertise in value-based selling methodologies with enterprise accounts
  • Executive-level presentation and communication skills
  • Experience with strategic account planning and management showing measurable account growth
  • Experience managing and progressing opportunities involving multiple stakeholders
  • Has a track record of managing and closing complex, multi-year deals with multiple stakeholders
  • Experience creating and communicating compelling business cases
  • Experience with consultative selling approach and value selling methodology
  • Experience handling technical objections
  • Skilled in running discovery conversations and managing tailored product demonstrations
  • Technical aptitude with experience using sales tools
  • Experience with CRM systems (preferably Salesforce)
  • Experienced with pipeline management & accurate forecasting
  • Familiarity with standard concepts, practices and procedures within the IT Security Field
  • Experience with Salesforce and Gmail
  • Network or Security Plus preferred
  • Proven track record of grit and resilience in challenging situations, with high performance under pressure
  • Collegiate athlete or competitive sports background demonstrating rigorous discipline, teamwork, dedication, and competitive spirit
  • History of setting and achieving ambitious personal or professional goals
  • Track record of leadership in team settings
  • Demonstrated interest in cybersecurity sales
  • Quick learner with strong listening skills
  • Strong written and verbal communication skills, with previous presentation experience
  • Excellent phone presence and professional demeanor
  • Time management and organizational skills
  • Ability to handle rejection and maintain persistence
  • Stats driven business professional
  • Motivated, energetic self-starter
  • Strong collaborative and teamwork skills
  • Must be able to work with minimum supervision
  • Must have a General understanding of: Human Risk Management & challenges faced by IT / InfoSec Teams / Compliance & Board Members; Basic network and email security concepts; SIEM/SOAR platforms; Zero Trust Architecture; Cloud security architecture; Phishing attack vectors; Identity & Access Management; Security orchestration and automation
  • General understanding of Security Technology Stack: Enterprise IAM solutions (Okta, Ping, Azure AD); SIEM platforms (Splunk, QRadar, LogRhythm); EDR platforms (CrowdStrike, Carbon Black, SentinelOne); Cloud security (AWS Security Hub, Azure Security Center); Email security solutions; GRC platforms
  • Genuine curiosity and strong desire to learn about cybersecurity and technical concepts
  • Basic computer literacy and comfort with business applications
  • Ability to quickly grasp and explain basic technical concepts
  • Ability to translate complex topics into simple terms
  • Interest in keeping up with current technology and cybersecurity trends
  • Proven track record of grit and resilience in challenging situations, with high performance under pressure
  • Collegiate athlete or competitive sports background demonstrating rigorous discipline, teamwork, dedication, and competitive spirit
  • History of setting and achieving ambitious personal or professional goals
  • Track record of leadership in team settings