Business Development Manager, Cloud Adoption

компания "лаборатория касперского" job purpose: business development manager cloud adoption is a critical strategical role responsible for driving customer demand for kaspersky’s cloud offerings, to significant revenue grow, cloud solutions p&l improvement and expand our presence on growing market of could security solutions. business development manager cloud adoption will be required to quickly understand the depth and breadth of internal organizational functions and processes but also scan external ecosystems to identify current technology, resources or vendors that are viable partners to develop continuously growing business with them. this is a highly impactful role and will help lead key initiatives across multiple geographies, leveraging leading business and technology practices to deliver more effective and scalable ways of working and driving ongoing scale and growth. there will be significant interaction with key leaders in the commercial, finance, hr, it, legal, marketing, product marketing, r&d and other corporate areas as needed. the key objective to take ownership and ensure execution of cloud adoption program and develop a new and improve existing business models is to grow incremental and new sales for the kaspersky b2b cloud business and meet sales targets while simultaneously build relationships with key regional stakeholders and strategic marketplaces and grow business with them. the ideal candidate possesses a diverse set of capabilities, including partner development, go-to-market strategy, solution selling, services creation, and technical support and delivery. main responsibilities: ensure the channel readiness and motivation to sell cloud solutions (deal registration portal, rebates, specializations, programs and tools and etc.) ensure the kaspersky’s sales teams readiness and motivation to sell cloud solutions (education, kpis, compensation schemas, poc guidelines and etc.) ensure business and financial strategic goals are attained contribute to long- and short-term business planning processes, identifying key areas of growth, market opportunities and insights pursue new and creative ways to expand market share, identify and anticipate new channel partnership opportunities and capitalize on emerging trends own the pipeline health (coverage, velocity, close rates) and forecast for cloud products. work with sales bi team to create and distribute dashboards and standard reports as needed to track overall business performance regularly conduct win / loss analyses of key deals (in partnership with field sales) identify and solve the sales blockers and do necessary improvements to sales strategy, sales / coverage model, incentives, and sales process 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 responsible for consistent and continuous improving profit margin of the b2b cloud solutions of the company define a strategy and tactics on verticals-based selling approach, do market research and develop product bundles / naming define pricing and licensing guidelines, discount policies be the evangelist for kaspersky cloud solution to both internal and external audiences to educate, drive thought leadership and awareness demonstrate highest standards of ethics, teamwork, personal accountability and mutual support. requirements: business strategy and market development expertise with deep analytical and business modeling skills. 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 ability to set and execute customer strategy, thus translating strategy into actions and sales / marketing motions 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 proficiency in sfdc will be an advantage excellent verbal and written communication skills strong english language knowledge.