• Develop and implement sales strategies to meet and exceed sales targets. • Establish and maintain strong relationships with key customers, distributors, and partners to drive business growth. • Continuous search for new potential accounts as a means for increasing sales in assigned territory (including cold calls to potential customers). • Coordinates sales efforts to ensure effective sales service, customer relations, and administrative needs. • Investigates customer complaints and assures prompt, effective solutions. • Stay updated on market trends, competitor activities, and customers need to identify opportunities for new business. • Provide regular sales forecasts and reports to track performance, adjusting strategies as needed to achieve targets timely via CRM. • Maintain in-depth knowledge of the company's products and effectively communicate their benefits to customers. • Work closely with internal teams, including marketing and product development, to ensure alignment with goals and initiatives. • Remains current in necessary training programs according to the official company training matrix.

• Build and maintain strong relationships with key partners reselling KnowBe4 products across the TOLA region • Develop and execute a regional territory plan that prioritizes partners by opportunity, coverage, and growth potential • Engage with partner executives onsite to strengthen executive-level relationships, gain buy-in and commitment, and advance strategic initiatives • Conduct deep discovery to understand each partner's organizational structure, goals and objectives, and the motivators for partner reps • Develop and execute joint strategic business plans with priority partners, including agreed-upon sales, marketing, enablement, and certification goals • Deliver on-site sales trainings, enablement sessions, and floor days across the region to equip partner sellers with positioning, product knowledge, and selling best practices • Create and execute custom partner events (lunch-and-learns, executive briefings, joint customer events) that generate demand and deal registrations • Take an active leadership role in incentive, SPIFF, and rebate programs: partner with the Partner Programs team — who design and administer these programs — to champion them across the region, propose region-wide or partner-specific incentives, drive participation, and own the results and ROI • Drive deal registrations and partner-sourced pipeline; meet and exceed targets for partner-sourced pipeline and closed-won business • Drive alignment between regional KnowBe4 sales teams and their partner counterparts — from field sellers to sales leadership — to ensure consistent field-level engagement and relationship building within the region • Facilitate account mapping sessions between KnowBe4 regional sales teams and partner sellers to create measurable channel-sourced pipeline • Identify, recruit, and onboard new partners within the region as needed to support growth • Coordinate and collaborate on joint marketing efforts with the channel marketing team, tying activities to business goals and measurable ROI • Engage partner leadership and KnowBe4 leadership to gain executive buy-in and commitment, including quarterly business reviews (QBRs) • Drive partners to the partner portal to utilize marketing campaigns and demand generation tools • Collaborate with and support direct sales and customer success teams where needed to manage the overall partner relationship • Monitor partner performance and track key performance indicators (KPIs); provide regular updates including forecasts, competitive analysis, market trends, and territory opportunity • Meet assigned targets for monthly sales volume requirements and objectives in assigned partner accounts and maintain a healthy pipeline/accurate forecasting • Become a subject matter expert on one or more channel topics (e.g., deal registration, partner account planning, incentive platforms, partner program operations) and share best practices with the broader channel team • Maintain accurate and thorough records in Salesforce.com • Ensure partner compliance with partner agreements and rules of engagement • Travel extensively throughout the TOLA region to partner offices, events, and KnowBe4 meetings (50% or more)

• Build and maintain strong relationships with key partners reselling KnowBe4 products across the Northeast region • Develop and execute a regional territory plan that prioritizes partners by opportunity, coverage, and growth potential • Engage with partner executives onsite to strengthen executive-level relationships, gain buy-in and commitment, and advance strategic initiatives • Conduct deep discovery to understand each partner's organizational structure, goals and objectives, and the motivators for partner reps • Develop and execute joint strategic business plans with priority partners, including agreed-upon sales, marketing, enablement, and certification goals • Deliver on-site sales trainings, enablement sessions, and floor days across the region to equip partner sellers with positioning, product knowledge, and selling best practices • Create and execute custom partner events (lunch-and-learns, executive briefings, joint customer events) that generate demand and deal registrations • Take an active leadership role in incentive, SPIFF, and rebate programs: partner with the Partner Programs team — who design and administer these programs — to champion them across the region, propose region-wide or partner-specific incentives, drive participation, and own the results and ROI • Drive deal registrations and partner-sourced pipeline; meet and exceed targets for partner-sourced pipeline and closed-won business • Drive alignment between regional KnowBe4 sales teams and their partner counterparts — from field sellers to sales leadership — to ensure consistent field-level engagement and relationship building within the region • Facilitate account mapping sessions between KnowBe4 regional sales teams and partner sellers to create measurable channel-sourced pipeline • Identify, recruit, and onboard new partners within the region as needed to support growth • Coordinate and collaborate on joint marketing efforts with the channel marketing team, tying activities to business goals and measurable ROI • Engage partner leadership and KnowBe4 leadership to gain executive buy-in and commitment, including quarterly business reviews (QBRs) • Drive partners to the partner portal to utilize marketing campaigns and demand generation tools • Collaborate with and support direct sales and customer success teams where needed to manage the overall partner relationship • Monitor partner performance and track key performance indicators (KPIs); provide regular updates including forecasts, competitive analysis, market trends, and territory opportunity • Meet assigned targets for monthly sales volume requirements and objectives in assigned partner accounts and maintain a healthy pipeline/accurate forecasting • Become a subject matter expert on one or more channel topics (e.g., deal registration, partner account planning, incentive platforms, partner program operations) and share best practices with the broader channel team • Maintain accurate and thorough records in Salesforce.com • Ensure partner compliance with partner agreements and rules of engagement • Travel extensively throughout the Northeast region to partner offices, events, and KnowBe4 meetings (50% or more)

• Build and maintain strong relationships with sellers, sales leadership, and executives across the SHI organization • Serve as a primary local point of contact for SHI, maintaining a consistent in-person presence at SHI offices in the Austin metro area • Engage with SHI executives onsite to strengthen executive-level relationships, gain buy-in and commitment, and advance strategic initiatives • Conduct deep discovery to understand SHI's organizational structure, segmentation, goals and objectives, and the motivators for SHI sellers • Develop and execute joint strategic business plans with SHI, including agreed-upon sales, marketing, enablement, and certification goals • Deliver on-site sales trainings, enablement sessions, and floor days to equip SHI sellers with positioning, product knowledge, and selling best practices • Create and execute custom partner events (lunch-and-learns, executive briefings, joint customer events) that generate demand and deal registrations • Take an active leadership role in incentive, SPIFF, and rebate programs: partner with the Partner Programs team — who design and administer these programs — to champion them within SHI, propose SHI-specific incentives, drive participation, and own the results and ROI • Drive deal registrations and partner-sourced pipeline; meet and exceed targets for partner-sourced pipeline and closed-won business • Drive alignment between regional KnowBe4 sales teams and their counterparts within SHI to ensure consistent field-level engagement and relationship building • Facilitate account mapping sessions between KnowBe4 sales teams and SHI sellers to create measurable channel-sourced pipeline • Coordinate and collaborate on joint marketing efforts with the channel marketing team, tying activities to business goals and measurable ROI • Engage SHI leadership and KnowBe4 leadership to gain executive buy-in and commitment, including quarterly business reviews (QBRs) • Drive SHI to the partner portal to utilize marketing campaigns and demand generation tools • Collaborate with and support direct sales and customer success teams where needed to manage the overall partner relationship • Monitor partner performance and track key performance indicators (KPIs); provide regular updates including forecasts, competitive analysis, and partner trends • Meet assigned targets for monthly sales volume requirements and objectives within SHI and maintain a healthy pipeline/accurate forecasting • Become a subject matter expert on one or more channel topics (e.g., deal registration, partner account planning, incentive platforms, partner program operations) and share best practices with the broader channel team • Maintain accurate and thorough records in Salesforce.com • Ensure partner compliance with partner agreements and rules of engagement • Travel as required to SHI offices, events, and KnowBe4 meetings (up to 50%, including regular local travel within the Austin metro area)