Partner Account Manager

Kaspersky Lab; Ingolstadt; On-site; EUR 90,000 - 130,000; Full time

Job summary

Kaspersky Lab in Ingolstadt, Germany seeks a senior Partner Sales Manager to drive Managed partner revenue and align partner programs with regional sales strategies.

You will orchestrate joint business planning, manage a partner ecosystem, and serve as the trusted advisor across levels while ensuring compliance and program participation for continued growth.

Qualifications

• 7–10 years of sales experience with cybersecurity or tech emphasis.
• At least 5 years in partner or channel management.
• Proven quota achievement and revenue growth track record.
• Comfort presenting to diverse audiences, from execs to field teams.
• Experience with security solutions is a plus.

Responsibilities

• Manage a portfolio of Managed partners to achieve revenue targets.
• Coordinate Joint Business planning and quarterly business rhythms (QBR/MBR).
• Be the single entry point for business questions and trusted adviser to partner levels.
• Align partner strategy with regional sales and development plans.
• Ensure compliant partner engagement and policy adherence.
• Connect partner communities with KL regional teams to drive satisfaction.
• Advocate for partners within Kaspersky Lab.

Skills

Sales experience

Partner management

Channel management

Executive presence

Communication skills

Technical proficiency

SFDC knowledge

Tools

Salesforce (SFDC)

Job description

• Work with assigned portfolio of Managed partners to ensure revenue targets are met;
• 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, be a trusted adviser for all levels and roles in Partner;
• Align partners strategy with region sales and development strategy;
• Perform Partners management in a compliant way, follow the channel rules of engagement, make sure Partners comply with Kaspersky Lab business policies;
• Help to connect Kaspersky Lab partner community and Kaspersky Lab Area level to drive partner satisfaction;
• Advocate the partner within Kaspersky Lab

Partners Performance Management

• Drive New Business development and find New Managed Partners to work with;
• Maintain renewals rate target;
• Execute on Partners Enablement and Growth engines;
• Drive upsell/cross-sell opportunities in assigned Managed Partners portfolio;
• Participate in trainings and readiness sessions to be able to pitch to Managed Partners new products, product features, licensing, sales skills, partner program and other KL programs;
• Makes Managed Partners utilize every Partner program feature: Deal Registrations, Incentives, Rebates, Leads transfer, etc.;
• Review SMB and mid-market customer opportunities and use all available resources to accelerate deal closure;
• Manage Partners participation in KL marketing programs and help to land marketing activities, collaborates with Regional Marketing department;
• Work with assigned Enterprise & SI Partners to ensure Enterprise revenue targets are met
• Orchestrated internal resources within Enterprise Team
• Manage and review pipeline of Enterprise partners

Requirements

• Minimum 7-10 years of sales experience, preferably in cybersecurity industry, including at least 5 years of experience in partner or channel management;
• Proven track record of achievement against quota;
• Reasonable level of technical proficiency;
• Inclusive and collaborative – driving teamwork and cross-team alignment;
• Strong partner relationship management;
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences;
• Experience in working with Security solutions is an advantage;
• SFDC knowledge preferred.