Account Manager – ENT/Strategic
KnowBe4
full-time
Posted on:
Location Type: Hybrid
Location: Arlington • Virginia • United States
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Tech Stack
About the role
- Promote and sell KnowBe4’s range of products and services
- Build and maintain a pipeline of potential cross sale, add-on, and upgrade opportunities
- Identify key decision makers while developing and qualifying cross sale, add-on and upgrade opportunities
- Articulate the value proposition of KnowBe4’s full suite of products and help the customer understand how it will improve their business’s security awareness training
- Achieve or exceed monthly quotas and/or targets
- Be well versed in KnowBe4’s product offerings and promote at trade shows as requested
- Follow up on marketing leads to generate sales opportunities and pipeline
- Act strategically in offering or negotiating discounted pricing
- Maintain accurate and thorough records for customer calls, emails, notes, tasks, demos and other relevant information
- Support in the renewal process where there is an opportunity to grow the account
- Work with those Customer Success Managers and Renewal Specialists assigned to your customer accounts
Requirements
- Bachelor's Degree strongly preferred (exceptions may be made for military experience)
- Proven track record selling to EVP and C-level
- 5+ years SaaS sales experience (Cybersecurity preferred but not required)
- Experience selling deals $500K+ in the Enterprise segment
- Experience selling multi-year deals
- 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
- 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 .
Benefits
- Company-wide bonuses based on monthly sales targets
- Employee referral bonuses
- Adoption assistance
- Tuition reimbursement
- Certification reimbursement
- Certification completion bonuses
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
SaaS salesvalue-based sellingstrategic account planningconsultative sellingpipeline managementaccount growthtechnical objections handlingbusiness case creationproduct demonstrationssales forecasting
Soft Skills
executive-level presentationcommunication skillsgritresilienceteamworkdedicationcompetitive spiritleadershipdisciplinegoal setting
Certifications
Bachelor's DegreeNetwork PlusSecurity Plus