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
