Bitdefender, the technology leader in security software industry, is seeking for Inside Territory Account Managers to join itâ€™s rapidly EMEA growing Sales team.
The Inside Territory Account Manager is responsible for achieving quarterly and annual goals by managing a territory using the telephone and Web 2.
0 technologies mainly. The ITAM will build direct relationships with end user organizations on major opportunities and will work closely with and leverage the selected channel partners to maximize the revenue opportunities within the territory.
This role is ideal for candidates who enjoy selling, are achievement-oriented and believe in performance rewards for exceeding annual sales goals through strong collaboration with partners and internal stakeholders.
The ideal candidate is success-driven, fast-paced, and works well in a diverse team and enjoys a dynamic and changing environment.
Sales in the 1-1000 EP segment (end-points, according to the definitions and internal rules of Bitdefender), achieved through business partners : Meets assigned targets for profitable sales volume and strategic objectives in assigned segment and partner accountsSells through partner organizations to end users in coordination with partner sales resourcesLeads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary Bitdefender resources and partner personnelContinuously leverages the assigned managed segment and territory in order to find new opportunities Increases sales and relationships with our resellers within the territory by training, developing new accounts, creating sales opportunities, and working to close solution sales
Channel development and enablement in the 1-1000 EP segment : Cooperates with local channel partners to achieve the best results in the assigned territory and in the target segment Stimulates business growth with current partners by maintaining and continuously developing the partner ecosystem Responsible for coordinating programmatic partnersâ€™ enablementCoordinates the involvement of Bitdefender personnel, including support, service, and management resources, in order to meet partner performance objectives and partnersâ€™ expectationsResponsible for implementing sales policies, partner programs, discounts and promotions in the allocated segmentProactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationshipProactively assesses, clarifies, and validates partner needs on an ongoing basisDrives adoption of company programs among assigned partnersEstablishes trust and build strong business relationships with our Partner community to help determine appropriate sales approach and be viewed as a strategic business partnerPrepares marketing plans with partners to maximize income Proactively recruits new qualifying partners Participates in fairs and events meant to attract new partners and clients
Ability to develop territory growth plans in collaboration with channel partner, as well as forecasting revenue projections on a monthly / quarterly basis
2+ years of Channel sales experience and an understanding of a 2 tier distribution model
Negotiation, B2B, and closing skills
Must have a proven track record of success in achieving measurable monthly lead development / sales goals
Strong time management and organizational skills. Able to manage and meet multiple deadlines
Positive and energetic phone skills, excellent listening skills, strong written communication skills
Strong interpersonal skills suitable for interacting with various departments, system personnel, all levels of management, and customers in the surrounding community
Highly competitive; goal and achievement orientated
Must have the ability to understand and convey business issues and technical concepts
Knowledge of Salesforce CRM software and Microsoft Office preferred
Adaptive and flexible (changing technologies, processes, etc)
Travel to territory on an as needed basis
Proficiency in German
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