Sales Manager (Distribution / Channel)

Kaspersky Lab Singapore Pte Ltd is looking for an Independent Contractor to manage Kaspersky's relationship with distributors. The ideal person for this role must be based in Taiwan.

The Independent Contractor will be expected to not provide any services to competitors of Kaspersky during the term of their service agreement.

Main responsibilities:

Distributor Relationships Management

• Work with assigned portfolio of Distributors to ensure revenue targets are met;

• Joint Business planning and plan execution with Distributors, 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 Distributor;

• Align Distributor strategy with Kaspersky region sales and development strategy;

• Manage Distributors in a compliant way, follow the Channel rules of engagement, ensure Distributors comply with Kaspersky business policies;

• Help to connect Kaspersky Distributors community and Kaspersky Area level;

• Advocate for the Distributor within Kaspersky.

Distributors Performance Management

• Drive Distributor partners base growth through new partner recruitment;

• Drive New Customers Acquisition in a Breadth Channel by engaging Distributors;

• Maintain renewal rate targets;

• Execute on Partners Recruitment, Enablement and Growth engines;

• Drive upsell/cross-sell opportunities through portfolio of Distributors;

• Participate in trainings and readiness sessions to be able to pitch new products, product features, licensing, sales skills, partner program and other Kaspersky programs to the Breadth Channel partners;

• Encourage and facilitate Distributors and Breadth Channel partners to utilize every Partner program feature: Deal Registrations, Incentives, Rebates, Leads transfer, etc.;

• Manage Distributor participation in Kaspersky marketing programs and help to land marketing activities, collaborates with Regional Marketing department.

Enterprise Development Management

• Track Enterprise partners pipeline together with EPAM/PAM to allocate Distributors resources for Enterprise Deals closure and ensure revenue targets are met

• Negotiate Distributors resources allocation for Enterprise Products Proof of Concept

• Enable Distributors technical pre-sales staff to Kaspersky Lab Enterprise Products (readiness, tech trainings, certifications)

Qualification Requirements:

• 5+ 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;

• 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;

• Master degree required (Sales, Marketing, Business Operations);

• Experience in working with Security solutions is an advantage;

• SFDC knowledge preferred.