Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 27 years. We have 400 million unique users, 270 000 corporate clients, 517 products, 1100 technological patents and 34 offices around the world. Today our team has more than 5 000 top level experts, all of them regular people with their own talents and hobbies. Together we protect the world from cyber threats. Join us to become part of an exceptional team, while remaining yourself and using your skills to keep us growing and evolving! Partner Account Manager (PAM) represents Kaspersky to the Channel and communicates our strategy and vision. For Kaspersky Partners, the PAM serves as a single point of entry for any business-related questions and advocates the partner within Kaspersky. This role is partner-facing with the core accountability of landing renewal sales through the managed partners' portfolio, developing new business and recruiting new managed partners. What You Will Be Doing: Partners Relationships Management Work with assigned portfolio of managed partners to ensure revenue targets are met; 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, be a trusted adviser for all levels and roles in Partner; Align partners strategy with region sales and development strategy; Perform Partners management in a compliant way, follow the channel rules of engagement, make sure Partners comply with Kaspersky business policies; Help to connect Kaspersky partner community and Kaspersky Area level to drive partner satisfaction; Advocate the partner within Kaspersky. Partner Performance Management Drive New Business development and find New Managed Partners to work with; Maintain renewals rate target; Execute on Partners Enablement and Growth engines; Drive upsell/cross-sell opportunities in assigned Managed Partners portfolio; Participate in trainings and readiness sessions to be able to pitch to Managed Partners new products, product features, licensing, sales skills, partner program and other KL programs; Make Managed Partners 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 and help to land marketing activities, collaborates with Regional Marketing department; Coordinate all company activities with the partners including trainings, marketing activities, executive briefings and business planning. Enterprise Partners Management Work with assigned Enterprise & SI Partners to ensure Enterprise revenue targets are met; Orchestrate internal resources within Enterprise Team; Manage and review pipeline of Enterprise partners; Drive Account planning process. What You Should Have/Know: 5+ 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; Proactivity and self-motivation: Acting without being told what to do, and bringing new ideas to the team; 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; CRM knowledge preferred; Power BI knowledge preferred.
