Job Description: • 2-minute read •
The Director of Channel Sales will be responsible for developing, overseeing, and executing a channel partner strategy for Kaspersky Lab. This position reports directly to the AVP of Channel Sales, NA. This includes recruiting and managing a channel of national resellers in support of an existing partner program. This individual should have a proven history of successfully developing and managing reseller programs in the software industry and be familiar with all aspects of implementing such a model. This includes experience in end user sale engagement, contracts, channel marketing, compensation models and incentive programs associated with successful delivery of indirect sales though a two tier distribution model.
The ideal candidate will be expected to leverage industry knowledge and contacts to create an immediate impact in what will continue to be a rapidly growing segment. You will work closely with the cross functional executive team and in full partnership with the existing sales and marketing personnel to consistently meet and exceed the goals of this dynamic organization.
What You Will Be Doing:
Develop, oversee, and execute a master channel go-to-market plan in the US.
Recruit national and regional resellers as part of the long term strategy.
Grow, Manage and own executive relationships with the existing and new partners
Understand partner’s business and how Kaspersky can enhance their value proposition
Manage ongoing training, marketing, and overall enablement programs
Work cross functionally with other team members to deliver on company goals
Drive requirements and help develop sales tools, promotions and supporting materials for the Channel
Negotiate and close new partner agreements
Act as internal advocate to ensure partner and customer satisfaction
Participation in industry events such as trade shows, speaking engagements, seminars
Exceed revenue objectives
Maintain regular contact with key partners through monthly cadence calls, QBR’s, team shadowing in field, and event support.
Manage and motivate a senior, dynamic team of top producers and enable the team to grow.
Desired Skills and Experience
10+ years of sales/channel/BD experience in the software industry
5+ years experience leading a team to success
Experience in working with end customers is preferred
History of great decision making, thought leadership and planning
Established relationships in the channel and industry
Ability to excel in a team-oriented, collaborative, and fast-paced environment
Negotiated and closed reseller agreements with CXO level executives
Strong interpersonal skills, ability to convey and relate ideas to others
Dynamic presentation ability
Proven track record of leadership, organizational development and execution to results
Vibrant and energetic attitude, willingness to perform and get things done
BS or BA from an accredited university; an MBA is highly desired
Willingness to travel regularly throughout the US, occasionally internationally.
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