• 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)

• Identify, research, and prospect high-potential growth partners in the small business ecosystem. Own the full deal cycle: outreach, pitch, deal structuring, negotiation, and contract. • Design and negotiate commission and referral structures that grow volume while keeping our acquisition costs healthy. • Onboard new partners and work directly with product and engineering to design low friction onboarding flows & implement effective incentive structures. • Own the outcomes of the channel: the customers, the revenue, and the ROI it delivers. Manage relationships across your partner portfolio, running regular performance reviews against clear goals and renegotiating as partners scale. • Build co-marketing, enablement, and cross-sell plans, and equip partners with the assets and product knowledge they need to convert. Keep partners on-brand and compliant — this is fintech, and the details matter. • Spot underperformers, diagnose why, and either fix the partnership or move on — you decide where the channel's energy goes. • Build the forecasts, budgets, and per-partner goals for the channel, and report on conversion, CAC, and revenue against them. • Partner with Analytics and Marketing Ops to track program performance, stand up the tracking and integrations partnerships depend on (e.g. Impact), and separate what's working from what isn't.

• Manage and drive direct sales into Major Enterprise Accounts. • Create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. • Develop executive relationships with key buyers and influencers in Major Enterprise Accounts and leverage these during the sales process. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Negotiate terms of business with clients to achieve win/win results that provide the basis for solid ongoing relationships.