Territory Channel Manager

Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 28 years.

We have 400 million unique users, 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.

Territory Channel Manager (TCM)
represents Kaspersky Lab to the Channel in assigned territory, communicates our strategy and vision. This role core accountability is expanding the SMB territory market by working with Partners and Distributors to ensure proper renewal rate, increase partners reach and develop New Business by creating leads through multiple marketing instruments.

Main responsibilities:

Partners Relationships Management

• Work with Distributors and managed and unmanaged Breadth channel to ensure revenue targets are met;
• Maintain renewals rate target;
• Develop SMB strategy to reach customers and Business planning with partners and plan execution, maintain established Rhythm of Business (QBR, MBR, and others);
• Serve as single point of entry for any business-related questions related to SMB business and needs from Partners and Distributors;
• Align channel strategy with SMB 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;
• Drive New Business development (New End Customers Acquisition) through creative mass marketing tools and digital strategy
• 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 Partners and Distributors new products, product features, licensing, sales skills, partner program and other KL programs;
• Make 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.

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;
• Experience with digital marketing tools and campaigns to reach SMB customers
• 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.

The
hiring process
(
approx. 2–3 weeks total
) for this position looks as follows:

1) Resume review (1–3 business days)

2) Introductory call with Recruiter (30 min)

3) Interview with Hiring Manager (60 min)

4) Final interview (optional)

5) Offer & reference check

We consider candidates based in Istanbul as well as Ankara.