Job Purpose

Territory Channel Manager (TCM) represents Kaspersky Lab to the Channel in assigned territory, communicates our strategy and vision. This role core accountability is expanding the territory market by working with Partners and Distributors to ensure proper renewal rate, increase partners reach and develop New Business

Principal Accountabilities

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 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

Qualification Requirements

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

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