Business Development Manager (Threat Intelligence & Security Services)

Business Development Manager Threat Intelligence & Security Services is a critical strategical role responsible for defining a vision, strategies and tactics for Kaspersky’s Threat Intelligence & Security Services portfolio, responsible for driving customer demand for Kaspersky’s TI & Security Services offerings, to significant revenue grow, network security solutions P&L improvement and expand our presence on market of network security solutions.

Business Development Manager Threat Intelligence & Security Services will be required to quickly understand the depth and breadth of internal organizational functions and processes but also scan external ecosystems to identify current technology, resources or vendors that are viable partners to develop continuously growing business with them.

This is a highly impactful role and will help lead key initiatives across multiple geographies, leveraging leading business and technology practices to deliver more effective and scalable ways of working and driving ongoing scale and growth.

There will be significant interaction with key leaders in the Commercial, Finance, HR, IT, Legal, Marketing, Product Marketing, R&D and other corporate areas as needed.

The key objective is develop a new and improve existing business models to grow incremental and new sales for the Threat Intelligence & Security Services and meet sales targets while simultaneously build relationships with key regional stakeholders and strategic partners and customers and grow business with them.

The ideal candidate possesses a diverse set of capabilities, including partner development, go-to-market strategy, solution selling, services creation, and technical support and delivery.

Main responsibilities:

• Work closely with customers and the executive team to contribute to Threat Intelligence & Security Services roadmap, establish a winning strategy, and interface with our extraordinary sales, marketing, and partner teams to ensure continued market-adoption and rapid growth;
• Own sales strategy and planning for Threat Intelligence & Security Services;
• Market and customer analysis, requirements development, business case, collateral, product strategy, pricing and positioning;
• Work closely with Product Marketing, Sales, Customer Success and other cross-functional teams to develop a customer-driven messaging, sales enablement tools and thought leadership materials to execute the go-to-market strategy;
• Contribute to long- and short-term business planning processes, identifying key areas of growth, market opportunities and insights;
• Ensures the channel readiness and motivation to sell Threat Intelligence & Security Services (Deal Registration, education, rebates, specializations, programs and tools and etc);
• Ensures the Kaspersky’s sales teams readiness and motivation to sell Threat Intelligence & Security Services (education, KPIs, compensation schemas, PoC guidelines and etc.);
• Investigate and implement a new way to diversification of Kaspersky’s Threat Intelligence & Security Services offering;
• Ensures business and financial strategic goals are attained;
• Pursue new and creative ways to expand market share, identify and anticipate new channel partnership opportunities and capitalize on an emerging trends;
• Own the pipeline health (coverage, velocity, close rates) and forecast for Threat Intelligence & Security Services. Work with Sales BI team to create and distribute dashboards and standard reports as needed to track overall business performance;
• Defines pricing and licensing guidelines, discount policies
• Responsible for the Threat Intelligence & Security Services P&L and develop a plan on P&L improvement and execute it;
• Defines a strategy and tactics on verticals-based selling approach, do market research and develops product bundles/naming;
• Investigate a main local markets’ cybersecurity compliance requirement and initiatives in order to adopt our solutions proposal to those markets;
• Regularly conduct win/loss analyses of key deals (in partnership with field sales);
• Identify and solve the sales blockers and do necessary improvements to sales strategy, sales/coverage model, incentives, and sales process;
• Build, manage, and grow credible and cross-functional relationships with Legal, Product Marketing, R&D, Sales Operations and etc – to effectively develop and scale profitable new business initiatives that drive future growth, expansion, and profitability of Kaspersky B2B Business;
• Demonstrate highest standards of ethics, teamwork, personal accountability and mutual support;

Qualification Requirements:

• 5+ years of work experience as a Business Development Manager in CyberSecurity field, with a demonstrable track record of success;
• Business strategy and market development expertise with deep analytical and business modeling skills. Ability to make decisions based on strong 360-degree strategic thinking is critical to success in the role;
• Significant business development expertise on complex issues that produce revenue in line with organization targets;
• Proven consultative selling skills to develop attractive value propositions;
• Knowledge of definition, workflow and requirements (people, processes, technology) of security services (incident response, threat hunting, trainings, soc consulting, penetration testing, red teaming, application security, threat intelligence, compromise assessment);
• Experience in RFI/RFQ/RFP assessment and application;
• Practical experience in security project management (from RFP assessment and costs calculation to final report delivery);
• Understanding use cases of security services deliverables application (what customers should do with reports from services);
• Knowledge of usual services portfolio from vendors, MSSPs and local companies;
• Outstanding knowledge of services planning and scalability challenges;
• Knowledge of competitor's landscape of services (managed defensive and offensive operations);
• fFluent orientation in certifications for services specialists (SANS, GIAC, OS), standards requiring services (NIST, ISA) and methodologies to deliver services (SANS, TIBER, OSSTMM);
• Strong leadership and effective interpersonal skills;
• Can operate independently and efficiently within a light touch management culture;
• Ability to solve complex problems, taking a new perspective on existing solutions and exercising judgment based on the analysis of multiple sources of information;
• Experience influencing and driving results in a complex and highly ambiguous technical and business environment including ability to communicate and influence all levels from senior executives on down and all functions (including, engineering, marketing, sales, finance and legal);
• Experience independently leading cross-disciplinary virtual teams and driving key business development initiatives for highly complex deals from creation to implementation in partnership with senior Kaspersky executives;
• Inclusive and collaborative – driving teamwork, and cross-team alignment;
• Able to motivate team and manage complex people dynamics;
• Ability to set and execute customer strategy, thus translating strategy into actions and sales/ marketing motions;
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences;
• Strong analytical mindset, but creative in problem solving and entrepreneurial in approach;
• Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with customers;
• Proficiency in SFDC will be an advantage;
• Excellent verbal and written communication skills.