Territory Channel Manager at Kaspersky Lab

Responsibilities
Enterprise Sales:

• Achieve quarterly and annual set targets from Enterprise on territory outside NAL;
• Establish and maintain executive level relationships to create a qualified pipeline and drive revenue;
• Develop contacts with customers into leads and work through the entire sales cycle;
• Articulate the value of our product/service to higher level within customer organization;
• Identify, develop and articulate a compelling value proposition to prospective customers in the large enterprise segment;
• Position Client’s specialized services like cyber security training, threat intelligence services, Anti APT etc to large enterprises;
• Supply proposals and product information to prospects;
• Funnel reporting and updates using the internal Systems;
• Work in close connection with Partner Account managers to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator;
• Independently drive the entire sales cycle for customer acquisition;
• Stay updated with competitive landscape and latest trends in the security market;
• Work as a trusted consultant for enterprise customers, to get Client’s products & services empaneled as their preferred choice;
• Lead the process of timely response to RFP’s, along with partners & colleagues;
• Present Client’s Portfolio of product & services at field events such as conferences, seminars, etc;
• Convey customer requirements to Product Management teams on the regular basis;
• Co-ordinate Enterprise Sales Team 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 Client’s business policies;
• Help connect Client's Managed Partners and Distributors community and Client’s Area level.

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;
• Make 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);
• Participate in territory planning process.

Requirements

• 5-7 years of relevant Sales / Channel Sales experience;
• Good knowledge of local markets;
• IT experience (experience in cybersecurity is a plus);
• Excellent communication and presentation skills;
• Good command of English.