Partner Account Manager

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.