Head of Enterprise Sales, Apac

**Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 24 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 4,500 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 It is our commitment to innovation, progress and people that truly makes us unique as an employer.**

**Key function of the role**:
Head of APAC Enterprise Sales is a critical strategical role responsible for supporting and directing APAC Enterprise sales teams across the region. Key area of responsibility is to set and execute Enterprise sales strategy and KPI by leading key processes and provide territories with guidance.

This is a highly impactful role and will help lead key initiatives across the region, 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.

**Responsibilities**:

- Develop, oversee and execute an enterprise go-to-market strategy on dedicated territory
- Create, drive and manage NAL enterprise sales activities on territory
- NAL Enterprise pipeline development and pipeline management in partnership with local management and Enterprise Account managers / Funnel reporting and updates using SalesForce
- Oversee and help to drive/execute on annual Enterprise/Key Account planning.
- Direct or dotted-line management of the Asia Pacific Enterprise team (Enterprise Account Managers and Key Account managers)
- Establish and maintain executive level relationships to create a qualified pipeline and drive revenue
- Design and own a framework of working with Regional Strategic Accounts
- Develop efficient communication and team collaboration across territories within Enterprise community
- Articulate the value of our product/service to higher level within customer organization
- Responsible for consistent and continuous improving profit margin of the Enterprise Business segment of the company
- Responsible for Enterprise target setting process and contribute to 4/2/1Y planning process, identifying key areas of growth, market opportunities and insights;
- Develop contacts into leads and work through the entire sales cycle
- Identify, develop and articulate a compelling value proposition to prospective customers from NAL in the large enterprise segment
- Position Kaspersky Lab specialized services like cyber security training, threat intelligence services, Anti APT, etc. to large enterprises
- Supply proposals and product information to prospects
- Independently driving the entire sales cycle for customer acquisition
- Stay updated with competitive landscape and latest trends in the security market
- Leverage industry knowledge and contacts to create an immediate impact in what will continue to be a rapidly growing segment
- Work as a trusted consultant for NAL large enterprises to get Kaspersky products & services empaneled as their preferred choice
- Lead the process of timely response to RFP’s, along with partners & colleagues
- Present Kaspersky Portfolio of product & services at field events such as conferences, seminars, etc.
- Convey customer requirements to Product Management teams on the regular basis
- Forecasting
- Co-ordinate with the global and the local Enterprise Sales Teams
- Work cross-functionally with other team members to deliver company goals
- Recruit, train, develop, supervise, and motivate team

**Requirements**:

- Completed degree (college/university) in Business Management
- Bachelor's degree in business administration
- Or a combination of the completion of a Masters Degree in Business Administration, Finance or Accounting and 7+ years of experience in a leadership role for a medium division or company
- Demonstrable experience in Enterprise / Corporate Sales in the IT software industry, Cybersecurity experience highly beneficial
- Proven track record of delivering revenue and profit in Enterprise Sales
- In-depth understanding of Enterprise Accounts and markets
- Good understanding of Enterprise Sales
- Experience of working in an international, fast paced environment
- New business hunter and a proactive go-getter with a winning mentality
- Excellent communication and presentation skills
- Highly developed social skills and ability to manage relationships at all levels
- Target-driven and result-focused
- Good time management skills
- Strong business and executive level sales acumen
- Strong sense of responsibility, commitment and execution, effective communications