Business Development Manager, Security Awareness and Expert Training Portfolio

компания "лаборатория касперского" business development manager, security awareness and expert training portfolio is a critical strategical role responsible for defining a vision, strategies and tactics for kaspersky’s commercial educational products, responsible for driving customer demand for kaspersky’s educational products offerings, to significant revenue grow, educational products solutions p&l improvement and expand our presence on growing market of educational products. this is a highly impactful role responsible on a massive part of company’s revenue 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. main responsibilities: own sales strategy and planning for security awareness and expert training portfolio; contribute to long- and short-term business planning processes, identifying key areas of growth, market opportunities and insights; submit business cases for potentially profitable initiatives in terms of product enhancements, channel and partnerships, massive marketing initiatives, m&as, etc.; contribute to integrated vertical offerings kaspersky creates for target industries; pursue new and creative ways to expand market share, identify and anticipate new channel partnership opportunities and capitalize on an emerging trends; own the pipeline health (coverage, velocity, close rates) and forecast for security awareness and expert training portfolio. work with sales bi team to create and distribute dashboards and standard reports as needed to track overall business performance; defines pricing and licensing guidelines, discount policies; manage sales operations logistics, including pricing proposals, licensing policy, discount policy, rebate policy, accelerators, spiffs, etc.; approve discounts based on required marginality; together with product marketing – define sales scenarios, including bundling, cross-sell/upsell opportunities, etc.; responsible for the kaspersky’s commercial educational products p&l and develop a plan on p&l improvement and execute it; defines a strategy and tactics on verticals-based selling approach, do market research and develops product bundles/naming; investigate a main local markets’ cybersecurity compliance requirement to leverage them in order to accelerate sales of kaspersky’s commercial educational products; regularly conduct win/loss analyses of key deals (with field sales assistance); 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 kaspersky’s commercial educational products; demonstrate highest standards of ethics, teamwork, personal accountability and mutual support; the key objective is to develop a new and improve existing business models to grow incremental and new sales for the kaspersky’s commercial educational products 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; qualification requirements: 3+ years of work experience as a business development manager in the security awareness or digital learning with a demonstrable track record of success; at least 3 years of experience in managing sales teams or account management teams (b2b); ideally to have experience in both startups and established organizations (to be able to combine flexibility and hands-on approach with ability to make use of existing business process and resources); 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; able to motivate team and manage complex people dynamics; 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.