Regional Sales Manager

Kaspersky; Metro Manila; On-site; PHP 3,000,000 - 5,000,000; Full time

Job summary

Kaspersky is seeking a Regional Sales Manager to drive Enterprise cybersecurity revenue through partners across the Philippines and beyond. The role combines enterprise direct-selling capability, partner management, pipeline development, business planning, and partner enablement to achieve revenue targets.

You will build and manage enterprise revenue with distributors, managed partners, and system integrators, engaging C-level and IT/security stakeholders and negotiating compelling commercial

Qualifications

• 10+ years of experience in Cybersecurity / IT industry.
• Proven enterprise sales and partner management experience.
• Experience managing Distributors, System Integrators, Managed Partners and strategic channel partners.
• Experience with complex Enterprise sales cycles and large-value deals.
• Experience engaging C-level and senior Enterprise stakeholders.
• Strong understanding of cybersecurity solutions and Enterprise security environments.
• Experience building Enterprise sales pipelines and forecasts.
• Ability to develop and execute Joint Business Plans and territory strategies.
• Excellent negotiation and influencing skills.

Responsibilities

• Drive Enterprise cybersecurity revenue through assigned territory and strategic partners.
• Identify, develop and close new Enterprise customer opportunities through direct and partner-led sales.
• Build and manage a strong Enterprise sales pipeline from opportunity through PoC, negotiation and closure.
• Develop and execute account and territory plans targeting strategic Enterprise customers.
• Lead complex Enterprise sales cycles involving C-level stakeholders, IT/Security leaders, procurement and business decision-makers.
• Develop and negotiate Enterprise commercial proposals, pricing, contracts and deal structures.
• Drive PoC, evaluation and competitive displacement opportunities.
• Identify and develop upsell and cross-sell opportunities across existing Enterprise accounts.
• Maintain accurate sales forecasts and provide regular pipeline, revenue and opportunity reviews.
• Work closely with Presales, Professional Services, Marketing and Product teams to ensure successful opportunity conversion.
• Develop strong understanding of customer cybersecurity challenges, business requirements, compliance needs and security strategies.

Skills

Enterprise sales

Partner management

C-level engagement

Negotiation

Forecasting

Analytical skills

Communication

Presentation skills

Relationship management

Go-getter mentality

Job description

Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 29 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 5 500 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.

We are searching for Regional Sales Manager who will be responsible for driving Enterprise cybersecurity revenue through strategic partners, including distributors, managed partners, system integrators (SIs), and other channel partners. The role combines enterprise direct-selling capability, partner management, pipeline development, business planning, and partner enablement to achieve revenue target, new business, renewal, upsell and cross-sell targets.

Main responsibilities

Enterprise Sales & Business Development

• Drive Enterprise cybersecurity revenue through assigned territory and strategic partners.
• Identify, develop and close new Enterprise customer opportunities through direct and partner-led sales.
• Build and manage a strong Enterprise sales pipeline, from opportunity identification through qualification, PoC, negotiation and closure.
• Develop and execute account and territory plans targeting strategic Enterprise customers.
• Lead complex Enterprise sales cycles involving C-level stakeholders, IT/Security leaders, procurement and business decision-makers.
• Develop and negotiate Enterprise commercial proposals, pricing, contracts and deal structures.
• Drive Proof of Concept (PoC), evaluation and competitive displacement opportunities.
• Identify and develop upsell and cross-sell opportunities across existing Enterprise accounts.
• Maintain accurate sales forecasts and provide regular pipeline, revenue and opportunity reviews.
• Work closely with Presales, Professional Services, Marketing and Product teams to ensure successful opportunity conversion.
• Develop strong understanding of customer cybersecurity challenges, business requirements, compliance needs and security strategies.

Strategic Partner & Relationship Management

• Manage relationships with Distributors, Managed Partners, System Integrators and strategic Enterprise Partners.
• Establish partners as an extension of the company's Enterprise sales organization.
• Develop strong executive-level relationships with key partner stakeholders.
• Conduct regular QBRs, MBRs and business reviews with strategic partners.
• Develop and execute Joint Business Plans (JBPs) with key Distributors and Managed Partners.
• Align partner strategy with Enterprise and business development strategies.
• Act as the primary business contact for assigned partners regarding business opportunities, sales strategy and commercial matters.
• Advocate partner requirements and opportunities internally to ensure effective support.
• Ensure partners operate in accordance with company policies, channel rules and compliance requirements.
• Strengthen collaboration between local partners, distributors and regional teams.

Partner Revenue & Performance Management

• Own and drive partner revenue targets, including Enterprise revenue contribution.
• Develop partner-specific revenue plans and growth strategies.
• Monitor partner performance against revenue, pipeline, new customer acquisition, renewal and growth targets.
• Drive new Enterprise customer acquisition through partners.
• Increase partner reach through new partner recruitment and activation.
• Driv partner-led upsell, cross-sell and expansion opportunities.
• Monitor and improve renewal performance.
• Review partner pipeline regularly and identify gaps, risks and corrective actions.
• Allocate and optimize partner resources to maximize Enterprise opportunity conversion.
• Develop strategies to improve underperforming partners and accelerate high-performing partners.

Partner Enablement & Capability Development

• Facilitate to develop partner enablement plans to increase Enterprise and SMB sales capability.
• Facilitate and Enable distributor and partners’ sales and technical pre-sales teams on Enterprise cybersecurity solutions.
• Drive partner readiness through:
• Product training
• Technical training
• Certifications
• Licensing knowledge
• Enterprise selling methodology
• Ensure partners understand and effectively utilize available partner programs, incentives, deal registration, rebates and lead-generation programs.
• Work with partners to develop their own Enterprise go-to-market strategy.
• Build partner capability to independently identify, qualify and develop Enterprise opportunities.

Joint Business Planning & Territory Planning

• Participate in annual and quarterly territory planning.
• Develop Enterprise partner coverage and growth strategies.
• Identify target industries, accounts and strategic opportunities.
• Develop partner-specific revenue, pipeline and customer acquisition plans.
• Establish measurable KPIs for each strategic partner.
• Conduct regular business reviews and adjust plans based on market performance.
• Identify market gaps and opportunities for new partner recruitment and strategic alliances.

Main Experience Requirements

• 10+ years of experience in Cybersecurity / IT industry, with significant experience in Enterprise sales and Partner Management.
• Proven track record of selling cybersecurity solutions to Enterprise customers.
• Strong experience managing Distributors, System Integrators, Managed Partners and strategic channel partners.
• Demonstrated ability to manage complex Enterprise sales cycles and large-value deals.
• Proven experience in negotiation, commercial structuring and deal closure.
• Experience engaging C-level and senior Enterprise stakeholders.
• Strong understanding of cybersecurity solutions and Enterprise security environments.
• Experience building and managing Enterprise sales pipelines and forecasts.
• Proven ability to develop and execute Joint Business Plans and territory strategies.
• Understand of using Forecast Tools for forecast Accuracy
• Strategic mindset with strong commercial and business acumen.
• Strong negotiation and influencing skills.
• Excellent communication and presentation skills.
• Strong relationship-building and stakeholder-management capabilities.
• Results-driven, proactive and entrepreneurial mindset.
• Strong ability to identify opportunities and turn them into revenue.
• Ability to influence partners and internal stakeholders without direct authority.
• Positive attitude, resilient and go-getter mentality.
• Strong analytical and problem-solving skills.
• Ability to work independently while collaborating effectively across regional and global teams.

The hiring process (approx. 2-4 weeks total) for this position looks as follows:

2) Introductory call with Recruiter (30 min)

3) Interview with Hiring Manager (60 min)

4) Sales presentation with Hiring Team (60 min)