Public Sector Channel Account Manager

KnowBe4

. Lead strategy and execution of channel partner relationships across Federal Civilian, Department of Defense and Intelligence Community, and State, Local, and Education segments .

Posted 11/11/2026full-timeArlington • Virginia • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in channel partner management and public sector technology sales, with a strong focus on government procurement regulations and cybersecurity compliance frameworks. Proven ability to develop and execute strategic channel initiatives that drive revenue growth and partner engagement.

Highest-signal resume keywords

Channel Partner ManagementGovernment Procurement RegulationsCybersecurity Compliance FrameworksPublic Sector Sales StrategyPartner Ecosystem Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Channel SalesPartner RecruitmentMarket AnalysisPipeline ManagementContract Vehicle StructuresSaaS Channel ProgramsData-Driven InsightsQBR FacilitationMDF/Co-Op ManagementTeaming Arrangements

Soft Skills

Executive-Level CommunicationConflict ResolutionStrategic VisioningAnalytical ThinkingCollaboration

Tools & Technologies

Salesforce CRMPartner Relationship Management PlatformsChannel Analytics ToolsGoogle WorkspaceMicrosoft Office Suite

Certifications & Qualifications

Bachelor’s DegreeMBA or Equivalent Advanced Degree

Industry Keywords

Federal CivilianDepartment of DefenseIntelligence CommunityState, Local, and EducationCISA MandatesZero-Trust ProgramsGSA Schedule (MAS)SEWP VCIO-SP3SLED Cooperative Purchasing

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Lead strategy and execution of channel partner relationships across Federal Civilian, Department of Defense and Intelligence Community, and State, Local, and Education segments
Develop public sector channel strategies with segment-specific go-to-market plans, ARR targets, and pipeline goals
Build and scale an ecosystem of public sector VARs, Systems Integrators, distributors, and MSSPs
Drive partner-sourced and partner-influenced ARR growth and establish pipeline, bookings, and growth KPIs
Identify net-new opportunities through agency IT modernization initiatives, CISA mandates, zero-trust programs, and cybersecurity funding priorities
Recruit, onboard, and develop strategic channel partners
Design and manage partner enablement programs, including sales training, product certifications, co-selling playbooks, and joint marketing funds
Conduct QBRs with top-tier partners and deliver action plans to accelerate revenue
Cultivate prime/subcontractor teaming arrangements and position KnowBe4 as a preferred subcontractor
Expand KnowBe4’s presence on GSA MAS, SEWP V, CIO-SP3, NASA SEWP, and NCPA/NASPO contracts
Guide partners through RFP/RFI responses, IDIQ task orders, BPAs, sole-source justifications, and competitive bids
Monitor federal and SLED budgets, appropriations, and continuing-resolution impacts
Ensure channel activities comply with federal and state regulations, FAR/DFARS, EO 14028, ITAR restrictions, and internal standards
Maintain expertise in government cybersecurity compliance frameworks
Collaborate with Legal, Finance, and Compliance on partner agreements, incentives, and contract terms
Conduct market analysis on government IT spending, competition, mandates, and SLED funding
Represent KnowBe4 at government-focused industry events
Advise executive, revenue, product, and marketing leadership on public-sector channel strategy
Coordinate with sales, marketing, and product teams to maximize market coverage and avoid channel conflict
Co-develop government-focused demand-generation campaigns

Requirements

What you’ll need

A Bachelor’s degree in Business Administration, Information Technology, or a related field
MBA or equivalent advanced degree preferred
8+ years of progressive channel sales and partner management experience in the public sector technology market, with a demonstrable track record of exceeding revenue targets
Deep expertise in U.S. government procurement, including hands-on experience with GSA Schedule (MAS), SEWP V, CIO-SP3, and SLED cooperative purchasing vehicles (NASPO, NCPA)
Proven ability to recruit, develop, and scale a high-performing partner ecosystem of SIs, VARs, distributors, and MSSPs focused on Federal and SLED markets
Strong understanding of federal and state cybersecurity regulatory frameworks: FedRAMP, FISMA, CMMC (all levels), NIST SP 800-53/800-171, StateRAMP, and CISA mandates
Experience structuring and managing teaming arrangements, prime/sub relationships, and IDIQ/BPA/task-order-based selling motions
Demonstrated success managing channel programs at a SaaS or enterprise software company, including MDF/Co-Op management, partner portal administration, and incentive program design
Expert knowledge of government procurement regulations (FAR/DFARS), contract vehicle structures (IDIQ, BPA, task orders), and acquisition lifecycle management
Mastery of federal and SLED cybersecurity compliance frameworks (FedRAMP, FISMA, CMMC, NIST SP 800-53, StateRAMP) and their implications for SaaS vendor selection
Proven channel partner management skills: partner recruitment, tiering, business planning, QBR facilitation, MDF/Co-Op administration, and conflict resolution
Ability to envision and articulate long-term channel strategies aligned with organizational goals and emerging government cybersecurity opportunities
Excellent executive-level verbal and written communication skills; ability to present to agency CISOs, C-suite partner executives, and internal senior leadership
Proficiency with Salesforce CRM, partner relationship management (PRM) platforms, and channel analytics tools
Strong analytical skills using data-driven insights, market intelligence, and pipeline metrics
Experience with Gmail, Google Workspace, and Microsoft Office Suite (Word, Excel, PowerPoint)
Willingness and ability to travel up to 50% for partner meetings, agency visits, and industry events
Applicant assessment and background check may be part of the hiring procedure

Benefits

Comp & perks

Company-wide bonuses based on monthly sales targets
Employee referral bonuses
Adoption assistance
Tuition reimbursement
Certification reimbursement
Certification completion bonuses
Modern, high-tech, and fun work environment