Partner Account Manager

About the role

Kaspersky Lab is looking for a Partner Account Manager (PAM) who represents the company to its channel partners. The PAM acts as the main point of contact for business questions and advocates partners within Kaspersky Lab. The role is partner-facing, with the core accountability of securing renewal sales through the Managed Partners portfolio, developing new business and recruiting new Managed Partners.

Key responsibilities

• Manage a portfolio of Managed partners to meet revenue targets, run joint business plans and keep the rhythm of business (QBR, MBR and others)
• Serve as the main point of entry for partner business needs, align partner strategy with regional sales and development strategy, and advocate partners internally
• Ensure partners comply with channel rules of engagement and Kaspersky Lab business policies
• Drive new business and recruit new Managed Partners, maintain the renewal rate target and execute partner enablement and growth engines
• Drive upsell and cross-sell opportunities, take part in training and readiness sessions, and get partners using program features such as deal registrations, incentives, rebates and lead transfers
• Review SMB and mid-market opportunities to accelerate deal closure, manage partner participation in marketing programs and work with the Regional Marketing department
• Work with Enterprise and SI partners to meet enterprise revenue targets, orchestrate internal resources, manage the enterprise partner pipeline and drive account planning

Required profile

• Minimum 7-10 years of sales experience, preferably in cybersecurity, including at least 5 years in partner or channel management
• Proven track record of achieving quota
• Bachelor's degree required
• Experience with security solutions is an advantage

Required skills

• Reasonable technical proficiency
• Strong partner relationship management and executive presence, including communication and presentation skills
• Salesforce (SFDC) knowledge preferred