Channel Account Manager-West

Bitdefender S.R.L.

1d•Remote

About The Position

Bitdefender is a cybersecurity leader providing threat prevention, detection, and response solutions globally. The company is a trusted expert for eliminating threats, protecting privacy and data, and enabling cyber resiliency, with significant investments in R&D. 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 ecosystem and userbase growth. This role involves managing all partners headquartered in the assigned region, as well as local representatives from national accounts, within Bitdefender’s channel programs. The ideal candidate will lead new business development, successfully develop alliances with key solution provider accounts, and motivate, educate, and train partners on the company’s products and solutions. Teamwork and collaboration with technical, marketing, and peer counterparts are essential for developing and executing a territory plan. Excellent communication skills are required as this role is critical for partners' initial in-depth experience with Bitdefender solutions.

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.
Must live in a western US state (Mountain or Pacific time)

Responsibilities

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.
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.
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 partners
Collaborate with sales and sales leadership as well as cross-functionally with the marketing team to develop and execute channel marketing programs and boost demand
Analyze 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.