Clearwater positions open to candidates located in greater Tampa Bay area.
The Director of Cloud (AWS) Alliances operates as a player coach leading a team of Business Development Managers (BDMs) to drive sales efforts to meet and exceed Net New Annual Contract Value (ACV) targets through our strategic alliance with Amazon Web Services (AWS). This position demands a strategic-minded individual to build deep understanding of AWS and KnowBe4 platform and products, along with demonstrated success in alliance management, business growth, and relationship cultivation. Your duties will encompass fostering robust connections with AWS, Solution Providers, KnowBe4's various internal teams (including business development, channel, direct sales, and marketing), while also spearheading revenue-driving initiatives aimed at acquiring new clients and expanding market presence. To excel in this role, you should possess prior AWS collaboration experience, the capability to swiftly assess and act in a dynamic environment, a proactive approach to driving results, and the ability to establish and maintain strong, effective relationships across all levels within AWS.
Responsibilities:
- Manage a team of Business Development Managers (BDMs) to execute revenue strategies, and exceed KPIs and ACV targets.
- Drive the day-to-day activities of BDMs through daily team standups, close analysis of sales statistics and pipeline reviews.
- Conduct weekly rhythm of the business reviews with EVP and other sales enablement teams to identify trends and provide feedback on areas of opportunity and improvement.
- Create and implement a comprehensive alliance strategy and business plan for the AWS partnership, aligning with KnowBe4's revenue leaders.
- Build and maintain strong relationships with key AWS stakeholders, ensuring high-level collaboration and mutual benefits.
- Collaborate with senior leadership and SMB, Mid-Market and Enterprise leaders to align the business and drive growth through AWS partnership.
- Work with marketing, product, and sales teams to create and execute go-to-market strategies, joint marketing programs, and co-branded initiatives.
- Track and report on AWS alliance performance, using key metrics to assess success and identify improvement areas. Establish and manage revenue targets, working with your team and AWS sales organizations to meet or exceed goals.
- Provide accurate, detailed weekly, monthly, and quarterly forecast updates of identified opportunities to meet or surpass quota requirements.
- Cooperate with People Operations to manage all HR-related issues within your team e.g. interviewing new candidates, helping with career development for high potential employees, and managing average and low performers.
- Demonstrate experience with the APN Customer Engagement (ACE) portal, AWS Marketplace, and various AWS Partner Programs.
- Offer ongoing training and support to the sales team on AWS solutions, competitive positioning, and best practices.
- Collaborate with KnowBe4's sales & channel managers and AWS Partner Success Managers (PSMs) to ensure thorough and accurate pipeline information.
- Stay informed about the KnowBe4/AWS joint value proposition, industry trends, competitive landscape, and customer needs to guide strategic decisions and enhance the AWS partnership's value.
- Represent KnowBe4 at industry events, AWS conferences, and joint customer meetings to promote the partnership and increase brand awareness.
- Be willing to travel up to 30% of the time. Undertake other projects and duties as assigned
- Provide genuine recommendations as to the hiring, firing, promotion, and discipline of subordinate employees to which the Company gives significant weight
Requirements:
- Minimum of 5 years in alliance management, business development, or a related role within the technology sector, with a focus on AWS or cloud solutions.
- Strong understanding of AWS services and solutions, the AWS partner ecosystem, as well as a solid grasp of cybersecurity principles and KnowBe4’s product offerings.
- Exceptional interpersonal and communication skills, with the ability to build and maintain high-level relationships with both internal and external stakeholders. A track record in building alliance/sales/partner relationships with business and technical teams.
- Proven ability to develop and execute strategic plans that drive business growth and achieve key objectives. Strategic thinker and hunter mentality who takes initiative and is capable of hands-on problem solving as well as ability to generate ideas and solutions.
- A strong communicator and presenter, who possesses strong negotiation skills as well as sound interpersonal skills, with the ability to influence at senior levels.
- Motivated and focused self-starter with strong leadership skills who can multi-task, work independently or within a team.
- Demonstrated track record of achieving targets and driving revenue through strategic alliances and partnerships.
- Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
- Bachelor’s degree in business, marketing, computer science, or a related field.Minimum 2 years of people management experience in the assigned area required
- Strong verbal and written communications
- Excellent time management and organization skills
- Excellent strategic planning, problem solving and analytical skills
- Infectious positive, can-do attitude
- Ability to provide productive feedback and coaching to sales leaders and teams
