Partner Account Manager

Kaspersky; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Kaspersky Lab is seeking a Partner Account Manager to lead revenue and partner relationships across the APAC region. The role focuses on renewing sales through Managed Partners, developing new business, and recruiting additional MSPs/MSSPs.

You will build joint business plans, manage executive-level relationships, and enable partners to position our security products effectively. Ideal candidates have 7–10 years in sales with a track record of quota attainment, strong technical aptitude, and

Qualifications

• Minimum 7–10 years of sales experience with at least 5 years in partner or channel management.
• Proven track record of meeting/quota targets.
• Reasonable level of technical proficiency in security solutions.
• Inclusive and collaborative approach with cross-team alignment.
• Strong executive presence with communication and presentation skills; Mandarin preferred.
• CISSP certification preferred; security domain knowledge advantageous.

Responsibilities

• Own and drive revenue, pipeline, forecasting, and sales execution for assigned MSP/MSSP partners across APAC.
• Develop and execute joint business plans with key MSPs to maximize MRR and ACV.
• Build and maintain multi-level relationships from technical staff to C-level executives.
• Manage renewals and drive new business within Managed Partners portfolio.
• Lead partner enablement and growth initiatives, including deal registrations and incentives.
• Coordinate with marketing to land partner programs and activities.
• Advocate for partners within Kaspersky Lab and ensure compliance with policies.

Skills

Executive presence

Communication skills

Sales experience

Cross-team alignment

Mandarin proficiency

Education

CISSP certification

Job description

Partner Account Manager (PAM) represents Kaspersky Lab to the Channel, communicates the strategy and vision. For Kaspersky Lab Partners, PAM serves as single point of entry for any business-related questions, and advocates the partner within Kaspersky Lab.

This role is partner-facing with the core accountability of landing renewal sales through Managed Partners portfolio, develops New Business and recruits new Managed Partners.

Main responsibilities:

Partners Relationships Management

• Own and drive the revenue, pipeline, forecasting, and sales execution for assigned MSP and MSSP partners across APAC.
• Develop and execute joint business plans with key MSPs to maximize monthly recurring revenue (MRR) and annual contract value (ACV).
• Build and maintain strong, multi-level relationships within partner organizations, from technical teams to C-level executives.
• 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;
• Oversee sales, marketing, and basic technical enablement to ensure MSP partners can effectively position, package, and support our products.
• 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 (MSP & MSSPs) 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;

Qualification 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 executive presence including communication and presentation skills with a high degree of comfort to large and small audiences;
• CISSP certification higher preferred;
• Experience in working with Security solutions is an advantage;
• Mandarin language proficiency is preferred.