Partner Account Manager

Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 27 years.

We have 400 million unique users, 270 000 corporate clients, 517 products, 1100 technological patents and 34 offices around the world.

Today our team has more than 5 000 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!

The Partner Account Manager is primarily responsible for maintaining relationships and achieving revenue KPIs with a number of assigned channel partners. This includes developing sales strategies, negotiating with partners, and training and developing their sales teams. The Partner Account Manager represents the specifics of the company’s products and services to assigned partners, though they may focus on a specific solution or product set if a partner specializes in a particular area.

Key Responsibilities:

• Manage the list of assigned partners to ensure booking target attainment;
• Establish productive, professional relationships with key personnel in assigned partner accounts;
• Coordinate the involvement of company personnel, including support, service, training, and management resources, to meet partner performance objectives and expectations;
• Identify education needs and facilitate continuous education of partners, including sales and technical development;
• Meet assigned booking targets and strategic objectives in assigned partner accounts;
• Proactively lead a joint partner planning process (including pipeline management) to develop mutual performance objectives, financial targets, and critical milestones for a productive partner relationship;
• Establish metrics to analyze and track partner performance;
• Proactively assess, clarify, and validate partner needs on an ongoing basis;
• Sell through partner organizations to end users in coordination with partner sales resources and KL Executive/Key Account Managers;
• Manage potential channel conflicts with other firm sales channels by fostering excellent communication internally and externally, and adhering to channel rules of engagement;
• Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel;
• Ensure partner compliance with partner agreements;
• Drive adoption of company programs among assigned partners;
• Proactively recruit new qualifying partners or eliminate underperforming relationships as necessary.

Main Requirements:

• Bachelor’s degree or equivalent preferred;
• Minimum 5 years of relevant channel experience in the IT market;
• Strong channel management skills;
• Demonstrated ability to interact with partners at all levels;
• Proven track record of achieving channel sales goals;
• Knowledge of the sales process;
• Strong analytical capabilities (e.g., Excel, financial analysis of deal structures);
• A results-oriented, process-driven, and hardworking professional;
• Cross-cultural competence and experience working with international teams;
• Fluent in English.