Partner Account Manager

Job Role:

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 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;

• CISSP certification higher preferred;

• Experience in working with Security solutions is an advantage;

• SFDC knowledge preferred.

• Mandarin language proficiency is preferred.