Key Account Manager

Job title: Key Account Manager

About the Role

The Key Account Manager will be responsible for developing, overseeing and executing our enterprise sales, and for building and maintaining long-term relationships with customers. This is a strategic, high-impact role focused on creating a qualified pipeline, driving revenue, and serving as a trusted advisor to executive-level stakeholders in large enterprises.

What You'll Do

• Achieve quarterly and annual targets from Enterprise on NALE (Net Annual License Value) and contribute to overall revenue growth.
• Establish and maintain executive level relationships to create a qualified pipeline and drive revenue.
• Develop contacts with customers into leads and work through the entire sales cycle.
• Articulate the value of our product/service to senior levels within customer organizations.
• Identify, develop and articulate a compelling value proposition to prospective customers in the large enterprise segment.
• Position Kaspersky Lab specialized services (cyber security training, threat intelligence services, Anti APT, etc) to large enterprises.
• Supply proposals and product information to prospects.
• Provide funnel reporting and updates using Salesforce.
• Work in close connection with Partner Account Managers to ensure deal closure and provide full sales cycle support by appropriate reseller or system integrator.
• Independently drive the entire sales cycle for customer acquisition.
• Stay updated with competitive landscape and latest trends in the security market.
• Serve as a trusted consultant for enterprise clients to position Kaspersky products & services as their preferred choice.
• Lead timely responses to RFPs, along with partners and colleagues.

What We're Looking For

• Proven experience in enterprise sales and key account management with track record of achieving targets and building executive-level relationships.
• Ability to develop and manage a full sales cycle from lead to revenue, including discovery, negotiation and closure.
• Strong communication and presentation skills with capability to articulate complex value propositions to senior stakeholders.
• Experience in creating a qualified pipeline and using a CRM (Salesforce) for funnel reporting.
• Ability to collaborate with Partner Account Managers, resellers and system integrators.
• Knowledge of the cybersecurity market, competitors and trends; comfortable operating as a trusted advisor.
• Self-driven, proactive, and able to work independently to close enterprise deals.

Nice to Have

• Familiarity with Kaspersky specialized services such as cyber security training, threat intelligence services and Anti APT offerings.
• Experience handling RFP responses in enterprise contexts and coordinating with partners.
• Knowledge of the security market trends and competitive landscape.