Enterprise Partner Network Development Manager

Enterprise Partner Network Development Manager is a critical role responsible for to develop an external Agent Network to grow incremental and new business.

Enterprise Partner Network Development Manager will be required to quickly understand the depth and breadth of internal organizational functions and processes but also scan external ecosystems to identify personalities who can act as external sales staff of Kaspersky.

Responsibilities:

• Serve as single point of entry for any business-related questions and needs, be a trusted adviser for the Agents;
• Manage collaboration between Regional sales team and Agents to best address end-user needs and drive deal closure;
• Do account planning and account mapping with Agents;
• Take ownership on Agent Network Framework and do improvements if necessary;
• Advocate the Agents within Kaspersky;
• Manage and review Pipeline of Agents;
• Represent the company at various tradeshows, conferences, or other applicable meetings;
• Strong customer focus, and willingness to travel to meet current and future customers;
• Contribute to long- and short-term business planning processes, identifying key areas of growth, market opportunities and insights;
• Recruit a new Agents and enable them to start projects with Kaspersky;
• Participate in trainings and readiness sessions to be able to pitch to Agents new products, product features, licensing and etc;
• Engage and keep a pulse on customers who have been acquired through Agent Network, to ensure they are satisfied with our partnership and look for opportunities to initiate a new projects;
• Work closely with Business Development, Product Marketing, Product Management and other cross-functional teams to develop a solutions and unique customer offerings;
• 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 Enterprise Business;
• Demonstrate highest standards of ethics, teamwork, personal accountability and mutual support.

Required expertise:

• 10+ years of work experience as a Business Development Manager/Sales Manager with a demonstrable track record of success;
• 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;
• Strong leadership and effective interpersonal skills;
• 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;
• Can operate independently and efficiently within a light touch management culture;
• 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;
• Excellent verbal and written communication skills