Менеджер по работе с каналами

Навыки

Обязанности

• 01Work with Managed Partners, Distributors and Unmanaged Breadth channel to ensure revenue targets are met
• 02Maintain renewals rate target
• 03Distributors and Managed Partners Joint Business planning and plan execution, maintain established Rhythm of Business (QBR, MBR, and others)
• 04Serve as single point of entry for any business-related questions and needs from Managed Partners and Distributors
• 05Align channel strategy with region sales and development strategy
• 06Perform Partners and Distributors management in a compliant way, follow the channel rules of engagement, make sure Partners comply with Kaspersky Lab business policies
• 07Help connect Kaspersky Lab Managed Partners and Distributors community and Kaspersky Lab Area level
• 08Advocate partners within Kaspersky Lab
• 09Drive New Business development (New End Customers Acquisition) through partners in territory
• 10Execute on Partners Recruitment, Enablement and Growth engines
• 11Drive partners reach growth through the new partners recruitment
• 12Drive upsell/cross-sell opportunities through partners in territory
• 13Participate 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
• 14Makes Managed Partners and Distributors utilize every Partner program feature: Deal Registrations, Incentives, Rebates, Leads transfer, etc.
• 15Review SMB customer opportunities and use all available resources to accelerate deal closure
• 16Manage Partners participation in KL marketing programs, collaborates with Regional Marketing department
• 17Work with assigned Enterprise & SI Partners to ensure Enterprise revenue targets are met
• 18Manage and review pipeline of Enterprise partners
• 19Negotiate Distributors resources allocation for Enterprise Products Proof of Concept
• 20Enable Distributors technical pre-sales staff to Kaspersky Lab Enterprise Products (readiness, tech trainings, certifications)
• 21Participates in territory planning process

Требования

• 013+ years of experience in partner or channel management, sales experience, channel experience, business development in the Software industry
• 02Proven track record of achievement against quota
• 03Reasonable level of technical proficiency
• 04Inclusive and collaborative – driving teamwork and cross-team alignment
• 05Strong partner relationship management
• 06Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences
• 07Bachelor’s degree required (Sales, Marketing, Business Operations)
• 08Experience in working with Security solutions is an advantage
• 09SFDC knowledge preferred