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Territory Development Lead

2 weeks ago

Doha, Baladīyat ad Dawḩah, Qatar Kaspersky Full time
Responsibilities

The successful candidate will be responsible for driving enterprise sales and channel partnerships in Qatar and Kuwait, including:

  1. Achieving quarterly and annually set targets from Enterprise on territory outside NAL;
  2. Establishing and maintaining executive level relationships to create a qualified pipeline and drive revenue;
  3. Developing contacts with customers into leads and working through the entire sales cycle;
  4. Articulating the value of our product/service to higher level within customer organization;
  5. Identifying, developing and articulating a compelling value proposition to prospective customers in the large enterprise segment;
  6. Positioning Client's specialized services like cyber security training, threat intelligence services, Anti APT etc to large enterprises;
  7. Supplying proposals and product information to prospects;
  8. Funnelling reporting and updates using the internal Systems;
  9. Working in close connection with Partner Account managers to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator;
  10. Independently driving the entire sales cycle for customer acquisition;
  11. Staying updated with competitive landscape and latest trends in the security market;
  12. Working as a trusted consultant for enterprise customers, to get Client's products & services empaneled as their preferred choice;
  13. Leading the process of timely response to RFP's, along with partners & colleagues;
  14. Presenting Client's Portfolio of product & services at field events such as conferences, seminars, etc;
  15. Conveying customer requirements to Product Management teams on the regular basis;
  16. Coordinating Enterprise Sales Team Partners Relationships Management;
  17. Working with Managed Partners, Distributors and Unmanaged Breadth channel to ensure revenue targets are met;
  18. Maintaining renewals rate target;
  19. Distributors and Managed Partners Joint Business planning and plan execution, maintaining established Rhythm of Business (QBR, MBR, and others);
  20. Serving as single point of entry for any business-related questions and needs from Managed Partners and Distributors;
  21. Aligning channel strategy with region sales and development strategy;
  22. Performing Partners and Distributors management in a compliant way, following the channel rules of engagement, making sure Partners comply with Client's business policies;
  23. Helping connect Client's Managed Partners and Distributors community and Client's Area level.