Partner Account Manager 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.
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.
