Driving channel development and enablement in Emerging markets comprising of Latin America, Africa, Middle East, Eastern Europe (142 countries) through the establishment of channel strategy, processes & standards as well as effective collaboration with Kaspersky Lab regional channel and marketing teams. Designing, leading and executing a wide range of channel sales & marketing campaigns focused on partner recruitment, enablement and retention. Managing 3 direct and 20+ indirect marketing and channel executives.• Translated existing practices in channel management into the documented Partner Program, incorporating identified improvements and relevant tools, aligned to the channel strategy for the Emerging Markets.
Managed channel marketing strategy development for Emerging Markets (7 offices, 142 countries) aligned to the corporate business goals. Set up tools for effective execution of marketing campaigns, including incentives, communication materials, B2B channel marketing methodologies and materials. Designed, coordinated and delivered global B2B channel marketing campaigns on the regional offices and channels levels. Contributed to the regional budget planning and performed control and reporting over budget utilization
Developed and implemented partners’ marketing support programs (Marketing Development Funds (MDF) from scratch.
Designed operating framework for start-up project: processes, pricing approach, marketing strategy, policies & procedures, recruitment and staff management. Identified and collaborated with suppliers and advertising agencies. The project was successfully rolled out based on this operating framework.
Drove revenue, strategic business goals and sales priorities for top second tier partners across Russia regions.
Coordinated activities and translated HP’s European HQ initiatives on regional level. Developed and implemented Channel Motivation Programs – marketing activities, sales incentives, rebates, etc.
Mentored new team members.• Regularly exceeded sales quotas (3M$ -12M$ during half a year).
Drove revenue, channel development, strategic business goals and sales priorities for second tier partners across Volzhskiy and Siberian regions in Russia. Developed and implemented of channel motivational programs (marketing activities, sales incentives, rebates etc.).