Responsibilities:

Partners Relationships Management

- Work with assigned portfolio of Managed partners to ensure revenue targets are met;

- 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, be a trusted adviser for all levels and roles in Partner;

- Align partners strategy with region sales and development strategy;

- Perform Partners management in a compliant way, follow the channel rules of engagement, make sure Partners comply with Kaspersky Lab business policies;

- Help to connect Kaspersky Lab partner community and Kaspersky Lab Area level to drive partner satisfaction;

- Advocate the partner within Kaspersky Lab

Partners Performance Management

- Drive New Business development and find New Managed Partners to work with;

- Maintain renewals rate target;

- Execute on Partners Enablement and Growth engines;

- Drive upsell/cross-sell opportunities in assigned Managed Partners portfolio;

- Participate in trainings and readiness sessions to be able to pitch to Managed Partners new products, product features, licensing, sales skills, partner program and other KL programs;

- Makes Managed Partners utilize every Partner program feature: Deal Registrations, Incentives, Rebates, Leads transfer, etc.;

- Review SMB and mid-market customer opportunities and use all available resources to accelerate deal closure;

- Manage Partners participation in KL marketing programs and help to land marketing activities, collaborates with Regional Marketing department;

Enterprise Partners Management

- Work with assigned Enterprise & SI Partners to ensure Enterprise revenue targets are met

- Orchestrated internal resources within Enterprise Team

- Manage and review pipeline of Enterprise partners

- Drives Account planning process

Requirements:

- Minimum 7-10 years of sales experience, preferably in cybersecurity industry, including at least 5 years of experience in partner or channel management;

- 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;

- Experience in working with Security solutions is an advantage;

- SFDC knowledge preferred.

Application process:

- HR Interview

- Meeting with Hiring Team

- Interview with Regional APAC team

- Offer stage & Reference Check