Kaspersky protects the world from cyber threats for 22 years. 400 million users, 270 000 corporate clients, 759 technological patents, 37 offices around the world. Today our team — 4 000 amazing experts — regular people with their own foibles and hobbies. Together we are saving the world from cyber threats 24 hours a day 365 days a year. Join us to become a real hero, remaining yourself!
Kaspersky Team is looking for an Enterprise Partner Account (EPAM) to represent Kaspersky to the Channel, communicate the strategy and vision. For Kaspersky Partners, EPAM serves as single point of entry for any business-related questions, and advocates the partner within Kaspersky.
This role is Enterprise partner facing with the core accountability of achieving revenue targets through Enterprise and System Integrators managed partners. Identifying Enterprise opportunities across the technology and services portfolio.
Enterprise Partners Relationships Management
Work with a proposed target / portfolio of Enterprise Managed partners to ensure revenue targets met by NET NEW Enterprise sales to New Businesses.
Assist with existing Enterprise renewals into Enterprise partners and SI’s, cross-selling where possible – lateral movement
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.
Manage collaboration between Enterprise Account Team and Enterprise Partner to best address end-user needs and drive deal closure.
Perform partner management in a compliant way, follow the channel rules of engagement, ensuring partners comply with Kaspersky business policies.
Advocate the partner within Kaspersky.
Enterprise Partners Performance Management
Ensure Pipeline coverage and health with accordance to Kaspersky sales process;
Manage and review Pipeline of Enterprise Managed partners;
Develop Specialisations in Enterprise Managed partners, met number of Specialised Partners target;
Makes Enterprise Partners utilise every Partner program feature: Deal Registrations, Incentives, Rebates, Leads transfer, etc.;
Participate in trainings and readiness sessions to be able to pitch to Enterprise Managed Partners new products, product features, licensing, sales skills, partner program and other Kaspersky programs;
Ensure availability of required Proof of Concept equipment to use by assigned Enterprise Managed Partners;
Collaborate with Regional Marketing department, helps to land marketing activities within Enterprise Managed Partners portfolio;
Participate in Pipeline review process with Enterprise Account Team;
Participate in Account planning process with Enterprise Account Team;
5+ years of experience in working with Enterprise and/or System Integrators partners, understanding needs and business model; Proven track record of achievement against quota;
Experience in channel management, sales, business development in the Software industry;
Experience in working with Security solutions is an advantage;
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;
Master degree required (Sales, Marketing, Business Operations);
SFDC knowledge preferred.
The Company Offers
Interesting work as part of the professional team of the world’s largest privately held IT security company;
Opportunities for career and professional development;
An extensive benefits package, including:
health and life insurance (plus health insurance for children);