About Us

Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over numerous business and government environments, Bitdefender is the industry’s trusted expert for eliminating threats, protecting privacy and data, and enabling cyber resiliency. With deep investments in research and development, Bitdefender Labs discovers 400 new threats each minute and validates 30 billion 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 150 of the world’s most recognized technology brands. Founded in 2001, Bitdefender has customers in 170 countries with offices around the world.

Job Description:

The channel account manager is responsible for developing the Bitdefender channel ecosystem in their assigned territory by executing the channel strategy for North America, driving the ecosystem and userbase growth in the region.

The channel account manager is accountable for managing all partners headquartered in their assigned region as well as the local representatives from the national accounts, within the guidelines of Bitdefender’s channel programs, leading new business development and successfully developing alliances with key solution provider accounts. 

The ideal candidate will motivate, educate and train partners and their employees in the company’s products and solutions. Teamwork and collaboration are key as you work with your technical, marketing and peer counterparts to develop and execute a territory plan. Excellent communication skills required, as you’ll be a critical part of the first in-depth experience with Bitdefender solutions.

Job Responsibilities:

Channel Development

Create, implement, and continuously improve the channel strategy and execution for the assigned territory.Cultivate executive relationships, expand mindshare, and grow revenue within defined customer segments across the regional channel partner ecosystem in the territory.Grow current partner ecosystem by prioritizing new partner on-boarding and retire unperforming partner relationships.Develop regional relationships with national partner accounts and provide support national channel account managers at the regional level.Engage and align territory account manager and sales leadership with peers and executives at each Regional Focus Partner within the assigned territory.Generate new revenue opportunities driven by channel and expand existing business through generating upgrade, cross-sell and up-sell opportunities.Drive commercial partner on-boarding in your region and drive on-boarding sessions.

Channel Evangelism

Position Bitdefender’s product and services portfolio value by applying a cybersecurity problem solving mindset to drive better outcomes.Engage, educate, and train partner personnel to drive business excellence with Bitdefender.Actively seek and engage in speaking opportunities within the channel ecosystem to continuously promote Bitdefender values and problem-solving capabilities.Build and promote strong, trust-based partner relationships that are aligned with Bitdefender channel program philosophy by working with and understanding the needs of our channel partners and their customers.Work with management and partner marketing to design plays, programs, and creative initiatives to drive revenue across our regional partners.Evaluate current product and recommend enhancements necessary to scale the channel.

Driving Business Excellence

Achieve growth and exceed sales targets and quotas by successfully managing the partner ecosystem.Ensure forecasting accuracy and consistency of pipeline build through the Bitdefender channel community.Run business planning and account planning sessions with assigned channel partnersCollaborate with sales and sales leadership as well as cross-functionally with the marketing team to develop and execute channel marketing programs and boost demandAnalyze industry trends, and Bitdefender’s positioning in the channel to drive business value expected outcomes and engagement with strategic and high growth partners in the assigned region.Evaluate current product and recommend enhancements necessary to scale the channel.Work closely with the finance, operations, and technology teams to provide partner feedback to improve our product offering and customer experience.Accountable for respecting channel program specifications with assigned partners and following internal Bitdefender processes.

Requirements:

7+ years channel sales and territory management in networking or security sectors. Experience building and managing regional and National channels in support of company objectives.Experience building business/marketing/territory plans designed to deliver alignment of key channel objectives and corporate goals. Strong technical acumen with proven track record of driving new partner acquisition, cross-sell activities, renewal/retention activities in support of the install base.Strong negotiation and account management skills across SMB and Large Enterprise VARs as well as National partners and distribution.Must have experience in delivering sales training, selling methodologies, and channel acquisition plans in line with company revenues.Experience in working in a fast pace changing environment with revenue responsibilities. Excellent communication and presentation skills, patience, and self-organizational skillsCompetitive, self-starter, with problem solving skills.College or University degree preferred.Experience with Microsoft Office suite and Salesforce CRM.