Territory Channel Manager

Territory Channel Manager

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;
• Ability to generate new business pipelines with the Distributors and Partners;

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.

Job requirements:

• 10+ years of experiences in Direct Enterprise Selling, Channel Partner Management and Business
• Development in the Software industry;
• Proven track record of Revenue Achievement against Revenue Quota;
• Reasonable level of technical proficiency;
• Inclusive and collaborative – driving teamwork and cross-team alignment;
• Strong Customers’ relationship management;
• Strong Partners’ 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, Computer Engineering);
• Experience in working with Cyber Security solutions is an advantage;
• Independent, Positive Attitudes, Go-Getters, Strategic Mindset to build the business are required;
• Great people’s negotiation skill is required;
• Ability to provide Sales Forecast Accuracy, SFDC knowledge preferred.

Application process:

• HR Interview
• Meeting with Hiring Manager
• Interview with Hiring Team
• Offer stage