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.