Distribution Partner Account Manager

Distribution Partner Account Manager (DPAM) is part of South Africa sales team and reports directly to Chris Norton, General Manager, Africa. The team is responsible for driving sales in South Africa as well as SADC region, East & West Africa.

Main responsibilities:

Distributors Relationships Management

• Work with assigned portfolio of Distributors to ensure revenue targets are met;
• Distributors 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 Distributor;
• Align Distributors strategy with region sales and development strategy;
• Perform Distributors management in a compliant way, follow the channel rules of engagement, make sure Distributors comply with Kaspersky Lab business policies;
• Help to connect Kaspersky Lab distributors community and Kaspersky Lab Area level;
• Advocate the Distributor within Kaspersky Lab.

Distributors Performance Management

• Drive Distributor partners base growth through new partners recruitment;
• Drive New Customers Acquisition in a Breadth channel by engaging Distributors;
• Maintain renewals rate target;
• Execute on Partners Recruitment, Enablement and Growth engines;
• Drive upsell/cross-sell opportunities through portfolio of Distributors;
• Participate in trainings and readiness sessions to be able to pitch new products, product features, licensing, sales skills, partner program and other KL programs to the Breadth channel partners;
• Make Distributors and Breadth channel partners utilize every Partner program feature: Deal Registrations, Incentives, Rebates, Leads transfer, etc;
• Manage Distributors participation in KL marketing programs and help to land marketing activities, collaborates with Regional Marketing department.

Enterprise Development Management

• Track Enterprise partners pipeline together with EPAM/PAM to allocate Distributors resources for Enterprise Deals closure and ensure revenue targets are met;
• 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).

Main requirements:

• 5+ 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;
• Master 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