Company: Kaspersky Lab
Location: Deutschland



Head of Enterprise DACH

Job Description

Kaspersky is seeking Head of Enterprise. This role is to manage and drive Enterprise Sales on dedicated territory. The role is responsible for developing, overseeing, and executing an Enterprise strategy for Kaspersky LAB and management of all Enterprise Sales from Named Account List (NAL) on the dedicated territory. Work closely in full partnership with the existing sales and marketing personnel on a local, regional and global level to consistently meet and exceed the goals of this dynamic organization.


  • Develop, oversee and execute an enterprise go-to-market strategy on dedicated territory
  • Directly manage the NAL enterprise sales activities on territory
  • NAL Enterprise pipeline development
  • Establish and maintain executive level relationships to create a qualified pipeline and drive revenue
  • Articulate the value of our product/service to higher level within customer organization
  • 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
  • Funnel reporting and updates using SalesForce
  • 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


  • Completed degree (college/university) in Business Management
  • Bachelor’s degree in business administration
  • 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 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 and commitment, effective communications skills in interacting with people at all levels
  • Able to work under pressure, multi-tasking and meet deadlines
  • Fluent English
  • Advanced skills in MS Office programs
  • Reporting skills in CRM tools

The Company Offers:

  • Interesting work as part of the professional team of the world’s largest privately held IT security company;
  • Competitive salaries;
  • Opportunities for career and professional development;
  • An extensive benefits package, including:
  • health and life insurance (plus health insurance for children);
  • lunch allowance;
  • Flexible dress code;
  • Possibility of flexible working hours