Partner Account Manager - MSP/MSSP

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 Service Provider (MSP) and Managed Security Service Provider (MSSP) portfolio, develops New Business and recruits new Managed Service Provider (MSP) and Managed Security Service Provider (MSSP).

Main responsibilities:

Partners Relationships Management

• Own and drive the revenue, pipeline, forecasting, and sales execution for assigned Managed Service Provider (MSP) and Managed Security Service Provider (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 Service Provider (MSP) and Managed Security Service Provider (MSSP) 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 Service Provider (MSP) and Managed Security Service Provider (MSSP) to work with;
• Maintain renewals rate target;
• Execute on Partners Enablement and Growth engines;
• Drive upsell/cross-sell opportunities in assigned Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) portfolio;
• Participate in trainings and readiness sessions to be able to pitch to Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) new products, product features, licensing, sales skills, partner program and other KL programs;
• Makes Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) 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.