Territory Channel Manager
We are searching for Territory Channel Manager who will support Kaspersky growth in AEC region. This is a crucial role for making Kaspersky grow regionally.
Main 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.*
Main requirements:
- 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;
- Bachelor’s degree required (Sales, Marketing, Business Operations);
- Experience in working with Security solutions is an advantage;
- SFDC knowledge preferred.
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