Kaspersky Lab -

General Information

Corporate Title

PreSales Manager



Direct Manager

Head of PreSales

Job Purpose

The role is responsible for support of Kaspersky members of sales and technical team as well as channel partners in convincing customers about Kaspersky expertise, technologies, products, and solutions win over competition, responding to RFIs/RFPs, and performing Demos and POCs with positive feedbacks. The role focuses both on channel partners support and also be involved in customer facing activities.

Principal Accountabilities / Critical tasks

Main responsibilities

  • Serve as the subject matter expert in Kaspersky enterprise cybersecurity solutions and services within the territory
  • Provide guidance and assist sales account team within the territory in building solutions to address specific customer security needs
  • Work with Kaspersky experts to position Kaspersky cybersecurity solutions effectively against competing offerings
  • Understand business requirements for customer base and be able to translate them into technical requirements
  • Create, present and document technical solutions and technical materials
  • Lead technical discussions, articulating the technologies and demonstrating differentiated value of Kaspersky cybersecurity solutions and products
  • Perform in-depth and high-level technical presentations for customers, partners and relevant prospects
  • Drive identified major account opportunities from technical while allowing sales account team to maintain long-term ownership
  • Respond to RFIs/RFPs: architecture design, solution specifications, products information, proposals write-up, etc
  • Qualify, design, build and present Demos and Proof of Concepts (POCs) of Kaspersky solutions and/or products for solution technical validations
  • Engage with partners in the business development process to understand partner/client requirements, technical objectives and capabilities
  • Provides product knowledge and technical presales support to channel partners
  • Provides coaching and products’ enablement to technical teams of enterprise partners in order to enhance their product knowledge, technical acumen, and technical sales skills
  • Provides technical support assistance to customers upon manager’s request
  • Help and support presales requests from territories with no presales or with limited resources
  • Presents Kaspersky brand and solutions and/or products at conferences, seminars, webinars and other related events

Atomic Target

All B2B sales from territory

Qualification Requirements


  • Bachelor Degree or Master Degree in Computer Science or a related discipline
  • IT Security Certification such as CISSP, CompTIA Security+, or GSEC will be given preference

Work experience

  • Minimum 5+ years of technical sales or pre-sales experience with 5 years in Information Security or Cybersecurity specialization experience
  • Business development experience in a consulting and/or services environment

Knowledge, skills and abilities

  • Demonstrate technical expertise in IP Networking, Network Security, Firewall, IDS/IPS, Advanced Threat Defense, Advanced Malware Protection, SIEM, Threat Intelligence, Security Operations Center (SOC) technologies and articulate business relevance
  • Strong working knowledge of the following security technologies: Endpoint Security, Endpoint Detection & Response (EDR), Anti-APT, Sandboxing, Threat Intelligence and Threat Hunting
  • Technical leadership skills with the ability to prioritize and execute in a methodical and disciplined manner. Set and manage expectations with senior stakeholders and team members
  • Excellent communication and presentation skills with the ability to present to a variety of external audiences, including being able to interact with senior executives
  • Excellent written, oral communication and strong interpersonal, organizational and presentation skills
  • Able to work under pressure and meet tight timelines
  • Team player and able to work in a team environment

Foreign languages

  • English: fluent