Distribution Partner Aсcount Manager

Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 27 years. We have 400 million unique users, 270 000 corporate clients, 517 products, 1100 technological patents and 34 offices around the world. Today our team has more than 5 500 top level experts, all of them regular people with their own talents and hobbies. Together we protect the world from cyber threats. Join us to become part of an exceptional team, while remaining yourself and using your skills to keep us growing and evolving The Distribution Partner Account Manager (DPAM) represents Kaspersky to the channel, communicating our strategy and vision. For Kaspersky distributors, the DPAM serves as a single point of contact for all business-related questions and acts as an advocate for the distributor within Kaspersky. This role is distributor-facing , with a core focus on developing the breadth channel through assigned distributors, driving renewals, recruiting new partners, and developing new business. Responsibilities Distributor Relationship Management Manage an assigned portfolio of distributors to ensure revenue targets are met . Conduct joint business planning and ensure consistent execution (QBRs, MBRs, and other regular reviews). Act as a trusted advisor for all levels and roles within the distributor organization. Align distributor strategy with regional sales and development strategy . Manage distributor relationships in compliance with Kaspersky’s channel rules of engagement and business policies. Facilitate connections between distributors and Kaspersky regional management . Advocate for distributors within Kaspersky. Manage distributors’ credit status and drive collections . Distributor Performance Management Grow the distributor partner base through new partner recruitment . Drive MSP and subscription business through distributors and MSP partners. Support new customer acquisition in the breadth channel by engaging distributors. Maintain renewal rate targets . Execute partner recruitment, enablement, and growth programs . Identify and drive upsell and cross-sell opportunities within distributor portfolios. Participate in training and readiness sessions to effectively present new products, features, licensing models, sales skills, and partner programs to breadth channel partners. Encourage distributors and channel partners to fully leverage Kaspersky partner program features: deal registration, incentives, rebates, and lead transfers . Manage distributors’ participation in Kaspersky marketing programs and collaborate with the regional marketing department to support campaign execution. Enterprise Development Management Collaborate with EPAM/PAM teams to track enterprise partner pipelines and allocate distributor resources for deal closure. Negotiate distributor resource allocation for enterprise product proofs of concept (POCs) . Enable distributors’ technical pre-sales staff through readiness sessions, technical training, and certification on Kaspersky enterprise products. Requirements 5+ years of experience in partner or channel management, sales, or business development within the software industry. Proven track record of achieving sales quotas . Solid technical proficiency . Fluency in English . Collaborative and inclusive approach, fostering teamwork and cross-functional alignment. Strong partner relationship management skills. Confident executive presence , with excellent communication and presentation skills for both large and small audiences. University degree in Sales, Marketing, or Business Operations. Experience working with security solutions is a strong advantage. Recruitment Process (≈ 3 weeks total) We value transparency and efficiency, here’s what to expect: CV Review Introductory Video Call (30 min | Recruiter) Hiring Manager Interview (60 min | Technical & Cultural Fit) Upper Management Interviews Offer & Reference Check #J-18808-Ljbffr