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Global Account Director (Hybrid) (Position located in New York)

New York, New York

About KnowBe4

KnowBe4, the provider of the world's largest security awareness training and simulated phishing platform, is used by tens of thousands of organizations around the globe. KnowBe4 enables organizations to manage the ongoing problem of social engineering by helping them train employees to make smarter security decisions, every day.

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, plus we've 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; from team lunches to trivia competitions to local outings, there is always something exciting happening at KnowBe4.

The Global Account Director position is responsible for developing and managing Accounts designated as Global Accounts and maximizing all sales opportunities within those accounts. More specifically, this position will be charged with promoting and selling KnowBe4’s products and services, with the objective to achieve and exceed monthly sales quota. This can be achieved by targeting your book of business and maximizing cross sale opportunities, increasing subscription levels and adding on additional seats due to account growth. This role will work closely with the assigned customer account teams including the Customer Success Manager and other Account Executives/Managers as necessary to ensure increased ARR and more product suite adoption and coordinate any territory specific deals relating to their global accounts.

Responsibilities:

  • Promote and sell KnowBe4’s range of products and services.
  • Build and maintain a pipeline of potential customers by developing and managing relationships with prospects.
  • Build and maintain a pipeline of potential cross sale, add-on and upgrade opportunities by developing and managing relationships with your assigned customer accounts.
  • Identify key decision makers and develop meaningful relationships that add value and drive future account growth. 
  • 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 (and security overall).
  • Achieve or exceed monthly quotas and/or targets. 
  • Be well versed in KnowBe4’s product offerings and promote the products and services at trade shows as requested.
  • Follow up on marketing leads to generate sales opportunities and pipeline.
  • Act strategically in offering or negotiating discounted pricing, in line with established policies and procedures.
  • Maintain accurate and thorough records for customer calls, emails, notes, tasks, demos and other relevant information in compliance with the Administration Policy.
  • 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 to the end of your customers increasing their commitment and use of the KnowBe4 Product Suite. 
  • Partner with KnowBe4 Revenue teams on methods/ strategies to achieve increased account penetration of Global accounts.  
  • Global Account Mapping.
  • Traveling to meet on-site with C-Levels and other Executives for their assigned accounts.

Minimum Qualifications:

  • 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
  • Achievement in demanding extracurricular activities (e.g., debate team captain, entrepreneurial ventures)
  • Self-motivated with a growth mindset and continuous learning orientation 
  • Strong competitive spirit balanced with collaborative approach 
  • Demonstrated interest in cybersecurity sales
  • Consistently positive attitude even in the face of adversity
  • 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
  • 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

The compensation for this position ranges from $250,000-$270,000 including base, bonuses and commissions. For more details, click here www.know www.knowbe4.com/careers/know-your-pay/enterprise-sales

Our Fantastic Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, certification completion bonuses, and a relaxed dress code - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

No recruitment agencies, please.

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