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Key Account Manager

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Date: 29-Apr-2019

Location: Beijing, CN

Company: Kaspersky Lab

The role is responsible for developing, overseeing and executing Enterprise Sales with up to 100 assigned accounts from Named Account List (NAL). The key role in developing and maintaining long-term business relationships with customers.


Job responsibilities:

  • Achieve quarterly and annual set targets from NAL enterprises of 1000+ users
  • Establish and maintain executive level relationships to create a qualified pipeline and drive revenue
  • Develop contacts with assigned customers from NAL 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 Kaspersky Lab 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 SalesForce
  • Work in close connection with Partner / Channel Account managers to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator
  • Independently driving 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 NAL enterprises, to get Kaspersky products & services empanelled as their preferred choice
  • Lead the process of timely response to RFP’s, along with partners & colleagues
  • Present Kaspersky 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 with Global Enterprise Sales Team


Qualification Requirements:

  • Bachalor/Master Degree in Marketing, Management, Business Administration or equivalent.
  • 7+ years direct account management in IT Sales in handling large accounts
  • Strong, documented track record of achievement against quota
  • Should have past history of presentations to large corporates
  • Experience of will be a big asset
  • Current contacts / relationships at CxO level in large accounts
  • New business hunter and a proactive go-getter with a winning mentality
  • Excellent communication and presentation skills
  • Highly developed social skills and ability to manage relationships at all levels
  • Target-driven and result-focused
  • Good time management skills
  • Strong business and executive level sales acumen
  • Strong sense of responsibility and commitment, effective communications skills in interacting with people at all levels
  • Able to work under pressure, multi-tasking and meet deadlines
  • English: fluent
  • Advanced skills in MS Office programs
  • Reporting skills in CRM Tools


Reporting Line: General Manager, Greater China

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