Territory Channel Manager

Kaspersky Lab; Manila, Hinoba-an; On-site; PHP 1,000,000 - 1,600,000; Full time

Job summary

Kaspersky Lab Philippines is seeking a Territory Channel Manager to drive growth across the AEC region. You will lead partner and distributor relationships, plan and execute joint business plans, and ensure revenue targets are met.

You will manage enterprise and SI partners, enable sales teams, and ensure program adoption while maintaining compliance with channel policies. Strong communication, negotiation, and presentation skills are essential.

Qualifications

• 3+ years of experience in partner or channel management, sales experience, channel experience, business development in the Software industry.
• Proven track record of achievement against quota.
• Experience with Security solutions is an advantage.
• SFDC knowledge preferred.
• Strong partner relationship management.
• Executive presence with strong communication and presentation skills.

Responsibilities

• Work with Managed Partners, Distributors and Unmanaged Breadth channel to ensure revenue targets are met.
• Maintain renewals rate target.
• Distributors and Managed Partners Joint Business planning and plan execution, maintain 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.
• 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 Kaspersky Lab business policies.
• Help connect Kaspersky Lab Managed Partners and Distributors community and Kaspersky Lab Area level.
• Advocate partners within Kaspersky Lab.
• Drive New Business development (New End Customers Acquisition) through partners in territory.
• Execute on Partners Recruitment, Enablement and Growth engines.
• 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.
• Makes 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;
• Work with assigned Enterprise & SI Partners to ensure Enterprise revenue targets are met*;
• Manage and review pipeline of Enterprise partners*;
• Negotiate Distributors resources allocation for Enterprise Products Proof of Concept*;
• Enable Distributors technical pre-sales staff to Kaspersky Lab Enterprise Products (readiness, tech trainings, certifications)
• Participates in territory planning process.*

Skills

Channel management

Sales experience

Business development

Communication & presentation

Education

Bachelor’s degree in Sales/Marketing/Business

Job description

We are searching for Territory Channel Manager who will support Kaspersky growth in AEC region. This is a crucial role for making Kaspersky grow regionally.

Main responsibilities:

Partners Relationships Management

• Work with Managed Partners, Distributors and Unmanaged Breadth channel to ensure revenue targets are met;
• Maintain renewals rate target;
• 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;
• 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 Kaspersky Lab business policies;
• Help connect Kaspersky Lab Managed Partners and Distributors community and Kaspersky Lab Area level;
• Advocate partners within Kaspersky Lab;

Partners Performance Management

• Drive New Business development (New End Customers Acquisition) through partners in territory;
• Execute on Partners Recruitment, Enablement and Growth engines;
• 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;
• Makes 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;
• Work with assigned Enterprise & SI Partners to ensure Enterprise revenue targets are met*;
• Manage and review pipeline of Enterprise partners*;
• Negotiate Distributors resources allocation for Enterprise Products Proof of Concept*;
• Enable Distributors technical pre-sales staff to Kaspersky Lab Enterprise Products (readiness, tech trainings, certifications)
• Participates in territory planning process.*

Main requirements:

• 3+ years of experience in partner or channel management, sales experience, channel experience, business development in the Software industry;
• 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;
• Bachelor’s degree required (Sales, Marketing, Business Operations);
• Experience in working with Security solutions is an advantage;
• SFDC knowledge preferred.