Partner Account Manager (APAC)

About the role

The Partner Account Manager (PAM) represents Kaspersky Lab to its channel partners and acts as their single point of contact for business questions, advocating them within the company. The role is partner-facing, with the core accountability of securing renewals through the Managed Partners portfolio, developing new business and recruiting new Managed Partners.

Key responsibilities

• Own and drive revenue, pipeline, forecasting and sales execution for assigned MSP and MSSP partners across APAC
• Develop joint business plans with key MSPs to maximise monthly recurring revenue and annual contract value
• Maintain multi-level relationships with partners, from technical teams to C-level executives, and act as a trusted adviser
• Keep the rhythm of business (QBR, MBR and others) and align partner strategy with regional sales and development strategy
• Oversee sales, marketing and basic technical enablement so partners can position and support products, while ensuring compliance with channel rules and business policies
• Drive new business and recruit new Managed Partners, maintain renewal targets and pursue upsell and cross-sell opportunities
• Take part in training and readiness sessions, and help partners use deal registrations, incentives, rebates and lead transfers
• Accelerate SMB and mid-market deals and manage partners' participation in marketing programmes with the Regional Marketing department

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
• CISSP certification highly preferred; experience with security solutions is an advantage
• Mandarin language proficiency preferred

Required skills

• Reasonable technical proficiency
• Strong partner relationship management and executive presence
• Salesforce (SFDC) knowledge preferred