Channel Account Manager

Bitdefender

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

Job Description:
The Channel Account Manager will build and promote the Company’s position as the global leader in Cybersecurity with emphasis on the Bitdefender Enterprise Portfolio, specifically through the Regional Partner community in the territory.
Must be a key contributor to the regional partner growth and subsequently the overall success of new end customer acquisition with their region.
Accountable for managing all aligned, Channel partnerships within the guidelines of Bitdefender’s channel programs, leading new business development and successfully developing alliances with key solution provider accounts.

Responsibilities:

·       Manage aligned Channel partners in the region, a mixture of more established, focus partners and targeted, growth partners.

·       Provide ongoing sales and technical trainings to these partners and ensure all appropriate certifications are up to date.

·       Manage and drive opportunity for new logo acquisition with key named partners, ensuring delivery against a predefined set of goals and business targets per named partner.

·       Manage partner set by measuring results v targets and make operation decisions to change partner status if appropriate.

·       Support Direct Touch account team in the Nordics region with partner alignment and operational efficiency.

·       Support delivery of Bitdefender lead generation campaign initiatives, partner lead gen initiatives and manage lead follow up with Direct touch team or the ITAM team.

·       Assist with building marketing plans to drive incremental sales pipeline and revenues with development funds to drive end user lead creation.

·       Act as key channel specialist to regional sales team within region.

·       Provide channel coverage for the region.

·       Support with new Bitdefender technologies in front of clients.

·       Travel as necessary within your territory, and to company-wide meetings.

Requirements:

·       Bachelor's degree or equivalent professional experience

·       3-5 years in a channel management position for a cybersecurity vendor

·       Experience working with value added resellers and managed security services providers

·       Excellent communication and presentation skills

·       Organised, attentive, thorough, methodical, disciplined, and dependable

·       Determined and robust; ability to operate effectively during a challenging stage of growth (early-stage) with limited supporting resources

·       Excellent ability to manage and leverage internal functions to meet key objectives

·       Excellent conflict resolution skills, for handling potential disputes between channel partners, AEs, and/or customers

·       Reputable, credible, and held in high-regard within the channel community

·       An aptitude and curiosity to understand our technology and business

·       Entrepreneurial drive backed with resilience