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.

The hiring process for this position looks as follows:

1) Resume review (1–3 business days)

2) Introductory call with Recruiter (30 min)

3) Interview with Hiring Manager (60 min)

4) Final interview (optional)

5) Offer & reference check