The posting
Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over millions of consumer, enterprise, and government environments, Bitdefender is one of the industry’s most trusted experts for eliminating threats, protecting privacy, digital identity and data, and enabling cyber resilience. With deep investments in research and development, Bitdefender Labs discovers hundreds of new threats each minute and validates billions of threat queries daily. The company has pioneered breakthrough innovations in antimalware, IoT security, behavioral analytics, and artificial intelligence and its technology is licensed by more than 180 of the world’s most recognized technology brands. Founded in 2001, Bitdefender has customers in 170+ countries with offices around the world. For more information, visit https://www.bitdefender.com
The Territory Account Manager will build and promote the Company’s position as the global leader in Cybersecurity within the assigned territories, acting with integrity ad transparency throughout the entire Bitdefender organization. He/She will promote the adoption of the GravityZone platform, directly with the End users and through the Partner community. Must be a key leader and point of reference for the entire team, promoting the growth of the region. The Territory Account Manager will motivate, educate, and train the assigned resources, and all the sales related teams in the Territory, leveraging the entire Bitdefender organization. The Territory Account Manager will need to have excellent communication and people skills, as he/she will be a critical part of the first in-depth experience with Bitdefender technologies. Responsible to achieve company’s Enterprise targets in designated territory through pro-active identification, development and closing of end-customers opportunities, as well as through following and closing of enterprise business leads with focus on Gravity Zone solutions for virtualized environment, for customers with more than 650+ end-points.
Requirements:
- Large experience in cybersecurity, preferably in End Point Security
- Knowledge of Cybersecurity partners and key players – with strong relationships
- Experience in an indirect business model (Distributors, Partners, End users)
- Experience at GOV business and Gov accounts (CONSIP, …)
- Proactive attitude (“hunter”)
- Team spirit Responsibilities:
- Develop enterprise level customers
- Prospect, qualify and build relationships with key customers in the assigned territory.
- Close qualified leads together with Bitdefender partners
- Cooperate with Professional Services team to successfully deploy Proof of Concept, Demos for its end-customers.
- Conducts one-on-one and group sales presentations.
- Manages pipeline in order to deliver on target or above.
- Forecast and delivers on financial targets
- Responsible for Annual Revenue Targets in the assigned territory.
- Provide sales forecast in a timely manner.
- Build enough sales pipeline to achieve the sales targets.
- Maintain a strong technical knowledge of Bitdefender Gravity Zone solutions, as well as of industry trends in virtualization, cloud, networking, data center and security solutions
- Active participating in internal and partner trainings, in tradeshows and other events to represent Bitdefender brand, promote Bitdefender enterprise solutions and generate leads
- Cooperate with Bitdefender marketing team to setup and deploy specific marketing campaigns
- Cooperate with Bitdefender PR team to select and develop case studies and references from its customers and partners portfolio.
- Manage and grow existing business and channel eco-systems
- Cooperate with territory managers and account managers to develop existing customers.
- Identify, recruit and cooperates with territory managers and account managers to develop new Value-Added Resellers,
- System Integrators and MSP’s in the assigned Territory
- Cooperate as needed with Distribution managers, inside Territory Account Managers, sales engineers, account managers and central teams to enable partners from sales, product, operational and support standpoints to reach their full potential in enterprise security based on Bitdefender Gravity Zone solutions.
- His/hers leadership skills should bring together the different team members to create a team spirit towards a common goal.
- Perform high-level sales planning, leading to accurate forecasting of the business
- Generate volume opportunities to deliver a predictable book of business and drive forecast accuracy
- Engage a programmatic approach to demand to generate, develop, and expand your territory
- Communicate value propositions to clients and stakeholders that speak intimately to their needs and requirements.
- Bring to bear all cross-functional resources to achieve your quota: inside sales, channel systems engineering, field marketing, cybersecurity sales specialists, the services team, sales ops, and others.
- Travel as necessary within your territory, and to company-wide meetings
- Have a Partner landscape view and knowledge being able to identify the right partners to obtain the best coverage in his/her area including recruiting, onboarding, training, and ongoing development.
- Quarterly present a plan to address the most meaningful prospects and doing key account planning for each assigned territory.
- Diligently manage the customers assigned, promoting upselling and cross selling initiatives.
- Define along with Marketing actions and KPI’s to be measured according to the financial perspective and Pipeline need to be generated.
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