Regional Development Manager

Our team is looking for a highly motivated, energetic and strategically-minded Regional Development Manager for LATAM to drive market growth, build and manage a high-performing regional organization (sales & marketing), and strengthen our partner ecosystem. This leader will develop and execute comprehensive regional strategies, inspire teamwork, foster collaboration across functions and borders, and achieve Kaspersky's bold goals in this dynamic region.

 The role involves the following tasks and responsibilities:

Strategic Development & Execution:

• Develop and implement integrated regional business development strategies (sales, marketing, partnerships) aligned with HQ's goals, priorities, vision, and sales targets.
• Define and deeply understand Target Accounts (TAs), user personas, and market segments specific to LATAM countries
• Working closely with product teams to fine-tune the product portfolio, product messaging, and pricing strategy for LATAM markets.
• Continuously monitor and analyze the competitive landscape (features, campaigns, pricing, market share) and regulatory environment (including local cybersecurity requirements). Ensure compliance with local legislation.
• Keep white space analysis, customer penetration analysis, and market intelligence updated for the region.
• Work with HQ marketing team to plan and oversee multi-channel marketing campaigns (digital, partner, event) to generate qualified pipeline, increase brand awareness, and attract new customers, with a strong focus on ROI.
• Contribute to the creation and management of regional budgets (marketing, sales, operations).
• Set up trackable KPIs using dashboards (e.g., Power BI) for all key business development activities.
• Together with HQ and regional channel teams develop and expand a robust and sustainable partner network across the LATAM region.

Tactical Execution & Cross-Functional Leadership:

• Prioritize regional activities (sales, marketing, partner programs) according to strategy, optimize ROMI, and manage resource allocation.
• Plan necessary actions from product marketing and other HQ functions to support regional activities; ensure availability and localization of required materials (BOM
• Lead virtual/project teams within HQ and across functions (Product, Marketing, Channel, Enterprise and Presales) to achieve regional goals.
• Facilitate exchange of best practices within the region and globally.
• Monitor and optimize the Customer Journey Map (CJM), working with relevant managers to address touchpoints and pain points in the LATAM context.
• Align channel marketing and partner marketing activities with overall regional strategies.
• Control regional budget planning and execution, ensuring alignment with strategic priorities.
• Initiate and deliver pre-evaluations for marketing and business development initiatives.
• Adapt global marketing and sales initiatives to the specific cultural, economic, and regulatory realities of LATAM markets.
• Optimize processes between the LATAM region and HQ to reduce time-to-market and improve reporting efficiency.

Requirements:

• 5+ years’ experience in B2B marketing, with a strong knowledge of target audience specifics (IT, IT security a plus)
• Experience in building efficient marketing processes – key metrics, channels, attribution models, etc.

Demonstrated success in:

• Developing and executing regional growth strategies.
• Launching products and expanding market share.
• Building and managing sales teams and partner networks.
• Driving measurable results (revenue growth, market penetration)
• Project management skills

Expectations:

• Strong communication and negotiation skills
• English language level: upper intermediate (90% of work will be conducted in English)
• Personal Qualities: Adaptability, resilience in uncertainty, cultural sensitivity, strong networking and relationship-building skills, proactivity, results-oriented, ability to manage multiple priorities.
• Advanced Microsoft Office user. Experience with CRM (Salesforce, Bitrix) and Marketing Automation (Marketo) is a plus.