Distributor Partner Account Manager

Kaspersky; São Paulo; Presencial; BRL 60.000 - 100.000; Tempo integral

Resumo da oferta

Join a forward-thinking company as a Distributor Partner Account Manager, where you'll play a crucial role in nurturing relationships with key distributors and driving revenue growth. In this dynamic position, you'll evaluate partner applications, provide commercial education, and ensure that distributor strategies align with regional goals. With a focus on engagement and recruitment, you'll help expand the partner ecosystem and support the internal teams. This is an exciting opportunity to work with a talented team dedicated to protecting clients from cyber threats while fostering your professional growth.

Qualificações

• 5+ years of experience in channel management within IT.
• Strong skills in partner engagement and sales processes.

Responsabilidades

• Manage relationships with key distributors to drive revenue.
• Evaluate and approve new partner applications.

Conhecimentos

Channel Management

Partner Engagement

Analytical Skills

Sales Process Knowledge

Cross-Cultural Competence

Formação académica

Bachelor's Degree

Ferramentas

Excel

Bitrix

Descrição da oferta de emprego

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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!

As a Distributor Partner Account Manager, you will play a pivotal role in driving the success of our partner ecosystem by managing and nurturing relationships with key distributors. You will be responsible for ensuring revenue targets are met, aligning distributor strategies with regional goals, and fostering growth through recruitment, enablement, and engagement.

Key Responsibilities:

• Evaluate, revise, and approve new partner applications.
• Provide commercial education on solutions and benefits of the Partner Program.
• Foster strong relationships between resellers and distributors.
• Deliver online and over-the-phone commercial support to partners.
• Report active partner performance and results to upper management.
• Reactivate inactive partners and drive engagement.
• Support internal teams with Partner Portal-related tasks.
• Manage Silver and Gold partner accounts, including sales, discounts, and support.
• Approve opportunity records in Bitrix.
• Conduct meetings with partners to discuss strategies, progress, and account management.
• Work with an assigned portfolio of distributors to achieve revenue targets.
• Develop and execute Joint Business Plans with distributors, maintaining a Rhythm of Business (e.g., QBRs, MBRs).
• Act as the primary point of contact for all business-related inquiries, serving as a trusted advisor to all levels and roles within the distributor organization.
• Align distributor strategies with regional sales and development goals.
• Ensure compliant distributor management, adhering to channel rules of engagement and Kaspersky Lab business policies.
• Facilitate connections between Kaspersky Lab’s distributor community and area-level teams.
• Advocate for distributors within Kaspersky Lab.
• Drive growth of the distributor partner base through new partner recruitment.
• Support new customer acquisition in the breadth channel by engaging distributors.
• Maintain target renewal rates and execute partner recruitment, enablement, and growth initiatives.
• Identify and drive upsell/cross-sell opportunities within the distributor portfolio.
• Participate in training and readiness sessions to effectively pitch new products, features, licensing, and sales skills.
• Ensure distributors and breadth channel partners fully utilize Partner Program features, including Deal Registrations, Incentives, Rebates, and Leads Transfer.
• Manage distributor participation in Kaspersky Lab marketing programs and collaborate with the Regional Marketing department to execute activities.

Requirements:

• Bachelor’s degree or equivalent preferred.
• 5+ years of relevant channel management experience in the IT market.
• Strong channel management and partner engagement skills.
• Demonstrated ability to interact with partners at all organizational levels.
• Proven track record of achieving channel sales goals.
• In-depth knowledge of the sales process.
• Strong analytical skills, including proficiency in Excel and financial analysis of deal structures.
• Results-oriented, process-driven, and hardworking professional.
• Cross-cultural competence and experience working with international teams.
• Fluent in English (written and spoken).

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Industries

  Computer and Network Security and IT Services and IT Consulting

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