Territory Channel Manager (TCM)

Job title: Territory Channel Manager (TCM)

About the Role The Territory Channel Manager represents Kaspersky Lab to the Channel in the assigned territory and communicates our strategy and vision. The role's core accountability is expanding the territory market by working with Partners and Distributors to ensure proper renewal rate, increase partner reach and develop New Business, while aligning channel activities with regional sales and development strategy.

What You'll Do

• Partners Relationships Management: Work with Managed Partners, Distributors and Unmanaged Breadth channel to ensure revenue targets are met; Maintain renewals rate target; Distributors and Managed Partners Joint Business planning and plan execution, maintain established Rhythm of Business (QBR, MBR, and others); Serve as single point of entry for any business-related questions and needs from Managed Partners and Distributors; Align channel strategy with region sales and development strategy; Perform Partners and Distributors management in a compliant way, follow the channel rules of engagement, make sure Partners comply with Kaspersky Lab business policies; Help connect Kaspersky Lab Managed Partners and Distributors community and Kaspersky Lab Area level; Advocate partners within Kaspersky Lab.
• Partners Performance Management: Drive New Business development (New End Customers Acquisition) through partners in territory; Execute on Partners Recruitment, Enablement and Growth engines; Drive partners reach growth through the new partners recruitment; Drive upsell/cross-sell opportunities through partners in territory; Participate in trainings and readiness sessions.

What We're Looking For

• Experience in channel/partner or distributor relationship management and program governance to drive revenue and renewals.
• Proven ability to develop New Business and manage end-customer acquisition through partners.
• Experience with partner recruitment, enablement and growth engines; ability to drive upsell/cross-sell through partners.
• Ability to conduct Joint Business Planning and Rhythm of Business (QBR/MBR) and align channel strategies with regional sales.
• Strong focus on compliance with channel rules and the ability to advocate for partners within the organization.
• Excellent communication and collaboration skills to connect Partners with Kaspersky Lab and across regions.
• Willingness to participate in trainings and readiness sessions.