Territory Channel Manager

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.*

· 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.