Territory Channel Manager

3 days ago

Doha, Baladīyat ad Dawḩah, Qatar Kaspersky Full time

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

We are seeking a Territory Channel Manager based in Qatar to cover Qatar and Kuwait, driving enterprise sales and channel partnerships in these regions.

Responsibilities:

Enterprise Sales

  • Achieve quarterly and annually set targets from Enterprise on territory outside NAL;
  • Establish and maintain executive level relationships to create a qualified pipeline and drive revenue;
  • Develop contacts with customers into leads and work through the entire sales cycle;
  • Articulate the value of our product/service to higher level within customer organization;
  • Identify, develop and articulate a compelling value proposition to prospective customers in the large enterprise segment;
  • Position Client's specialized services like cyber security training, threat intelligence services, Anti APT etc to large enterprises;
  • Supply proposals and product information to prospects;
  • Funnel reporting and updates using the internal Systems;
  • Work in close connection with Partner Account managers to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator;
  • Independently drive the entire sales cycle for customer acquisition;
  • Stay updated with competitive landscape and latest trends in the security market;
  • Work as a trusted consultant for enterprise customers, to get Client's products & services empaneled as their preferred choice;
  • Lead the process of timely response to RFP's, along with partners & colleagues;
  • Present Client's Portfolio of product & services at field events such as conferences, seminars, etc;
  • Convey customer requirements to Product Management teams on the regular basis;
  • Co-ordinate Enterprise Sales Team Partners Relationships Management;
  • Work with Managed Partners, Distributors and Unmanaged Breadth channel to ensure revenue targets are met;
  • Maintain renewals rate target;
  • Distributors and Managed 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 from Managed Partners and Distributors;
  • Align channel strategy with region sales and development strategy;
  • Perform Partners and Distributors management in a compliant way, follow the channel rules of engagement, make sure Partners comply with Client's business policies;
  • Help connect Client's Managed Partners and Distributors community and Client's Area level.

Partners Performance Management

  • Drive New Business development (New End Customers Acquisition) through partners in territory;
  • Execute on Partners Recruitment, Enablement and Growth engines;
  • Drive partners reach growth through the new partners recruitment;
  • Drive upsell/cross-sell opportunities through partners in territory;
  • Participate 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;
  • Make Managed Partners and Distributors 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, collaborates with Regional Marketing department.

Enterprise Partners Management

  • Work with assigned Enterprise & SI Partners to ensure Enterprise revenue targets are met;
  • Manage and review pipeline of Enterprise partners;
  • Negotiate Distributors resources allocation for Enterprise Products Proof of Concept;
  • Enable Distributors technical pre-sales staff to Kaspersky Lab Enterprise Products (readiness, tech trainings, certifications);
  • Participate in territory planning process.

Requirements:

  • 10+ years of direct account management experience in cybersecurity or IT, handling large accounts.
  • Bachelor's degree in Computer Science, Marketing, Management, Business Administration, or a related field.
  • Strong knowledge of cybersecurity solutions.
  • A proven and documented track record of achieving targets.
  • Experience delivering presentations to large corporations.
  • Established contacts and relationships at the CxO level within large accounts.
  • A proactive, new-business hunter with a winning mentality.
  • Excellent communication and presentation skills.
  • Highly developed interpersonal skills, with the ability to manage relationships at all levels.
  • Target-driven and results-focused mindset.
  • Effective time management skills.
  • Strong business and executive-level sales acumen.
  • A strong sense of responsibility and commitment, with the ability to communicate effectively with stakeholders at all levels.
  • Capability to work under pressure and meet deadlines.
  • Fluency in English.
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