MSP/Subscription Channel Sales Manager at Kaspersky Lab

Job description

This critical MSP/Subscription and Cloud Channel manager for Sub Saharan Africa, reporting to the Head of B2B Channel, will lead its territory’s partners to the over achievement of quota through execution of their territory objectives.

Responsibilities

• Leads all aspects of key partner relationships within territory; focusing on Managed Service Providers
• Prospects, qualify and recruit strategic MSP to actively promote and sell Kaspersky products
• Negotiate contracts/commercial term definition for new partners
• Provide sales strategy, technical, and administrative product information to channel partners
• Direct channel partners to the appropriate internal support resources as needed to ensure partners and end-users maximize their use of company products and services
• Provide monthly and quarterly forecasts (including pipeline)
• Facilitate continuous education of partner channel including sales and technical development
• Keep updated on competitor analysis and marketplace opportunities
• Account managing designated focus partners to drive new revenue and accelerate growth for both businesses
• Development of sales and marketing plans/initiatives with MSP in territory
• Establishing metrics to analyze and track performance of partner initiatives
• Be innovative as a ‘business’ partner to the key solution providers
• Achieve all preset targets, goals and objectives on a monthly basis
• Review and analyze information and develop new initiatives and partnerships
• Working with Finance, Product Marketing, Marketing, Sales and other internal departments to understand their strategic priorities and identify opportunities to support those priorities with key solution provider’s
• Work closely with extended partner sales team and or Kapsersky sales team to prioritize opportunities and presales activities, including demos, workshops, proof-of-concept Pilots, and other pre-sales activities

Desired Skills and Experience

Requirements

• Territory channel management experience necessary
• 5+ Years Sales experience in a channel environment selling software ideally security software
• Demonstrated ability to interact within partner at all levels
• Proven track record in achieving channel sales goals, including new customer acquisition through various partners
• Consistent follow through with partners required
• Excellent time management skills
• Strong analytical capabilities necessary (Excel, financial analysis of deal structure)
• Proven success in sales ability and demonstrated knowledge of the sales process
• Excellent organization and management skills – attention to detail
• Excellent verbal and written communication skills; fluent in English
• Professional presentation skills
• Independent worker and one who takes the initiative
• Capable of hands-on problem solving, with ability to generate ideas and solutions