Enterprise Channel Growth Manager

2 days ago

Doha, Baladīyat ad Dawḩah, Qatar Kaspersky Full time
Job Description
  • Role Overview: We are seeking an experienced Territory Channel Manager to drive enterprise sales and channel partnerships in Qatar and Kuwait.
  • Main Responsibilities:
    • 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.
  • Key Skills:
    • 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.
  • What We Offer:
    • The opportunity to work with a leading cybersecurity company;
    • A dynamic and challenging role in a growing industry;
    • The chance to develop your skills and expertise in a supportive and collaborative environment;
    • A competitive salary and benefits package.

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