Territory Channel Manager

Job Overview:
Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 28 years. We have 400 million unique users, 270 000 corporate clients, 517 products, 1100 technological patents and 34 offices around the world. Today our team has more than 5 500 top level experts, all of them regular people with their own talents and hobbies. Together we protect the world from cyber threats.

Duties and Responsibilities:
Partners Relationships Management: Work with Managed Partners, Distributors and Unmanaged Breadth channel to ensure revenue targets are met; Maintain renewals rate target; Distributors and Managed Partners Joint Business planning and plan execution, maintain established Rhythm of Business (QBR, MBR, and others); Serve as single point of entry for any business-related questions and needs from Managed Partners and Distributors; Align channel strategy with region sales and development strategy; Perform Partners and Distributors management in a compliant way, follow the channel rules of engagement, make sure Partners comply with Kaspersky Lab business policies; Help connect Kaspersky Lab Managed Partners and Distributors community and Kaspersky Lab Area level; Advocate partners within Kaspersky Lab; Partners Performance Management: Drive New Business development (New End Customers Acquisition) through partners in territory; Execute on Partners Recruitment, Enablement and Growth engines; Drive partners reach growth through the new partners recruitment; Drive upsell/cross-sell opportunities through partners in territory; Participate in trainings and readiness sessions to be able to pitch to Managed Partners and Distributors new products, product features, licensing, sales skills, partner program and other KL programs; Makes Managed Partners and Distributors utilize every Partner program feature: Deal Registrations, Incentives, Rebates, Leads transfer, etc.; Review SMB customer opportunities and use all available resources to accelerate deal closure; Manage Partners participation in KL marketing programs, collaborates with Regional Marketing department; Enterprise Partners Management: Work with assigned Enterprise & SI Partners to ensure Enterprise revenue targets are met; Manage and review pipeline of Enterprise partners; Negotiate Distributors resources allocation for Enterprise Products Proof of Concept; Enable Distributors technical pre-sales staff to Kaspersky Lab Enterprise Products (readiness, tech trainings, certifications); Participates in territory planning process.

Required Qualifications:
3+ years of experience in partner or channel management, sales experience, channel experience, business development in the Software industry; Proven track record of achievement against quota; Reasonable level of technical proficiency; Inclusive and collaborative – driving teamwork and cross-team alignment; Strong partner relationship management; Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences;

Educational Background:
Bachelor’s degree required (Sales, Marketing, Business Operations);

Experience:
3+ years of experience in partner or channel management, sales experience, channel experience, business development in the Software industry;

Languages:
English

Additional Notes:
Experience in working with security" style="border-bottom: 1px dotted #007bff !important;">Security solutions is an advantage; SFDC knowledge preferred.