Jobs

Territory Channel Manager at Kaspersky

Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 26 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 4.500 top level experts, all of them regular people with their own talents and hobbies. Together we protect the world from cyber threats.

We are recruiting to fill the position below:

Job Title: Territory Channel Manager

Location: Lagos
Employment Type: Full-time

Responsibilities
Enterprise Sales:

Achieve quarterly and annual 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;
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;
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;
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;
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;
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;
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;
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.
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;

Enterprise Partners Management:

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

Requirements