Consumer Business Development & Partnerships, Manager

Bitdefender S.R.L.

About The Position

Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over millions of consumer, 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 threat prevention, detection and response, behavioral analytics, and artificial intelligence. Its technology is licensed by over 200 of the world’s most recognized technology brands. Founded in 2001, Bitdefender has customers in 170 countries with offices worldwide. General Responsibilities: Defines consumer expansion strategy in the region, annual and quarterly plans along with sales forecasts and KPIs, defines the resources needed to achieve the targets. Ensures execution of the plans with the internal teams and partners teams, Monitors sales and identifies gaps and opportunities, sets up corrective actions plans if needed. Collaborates with Operations, Marketing, Legal, Finance, Pricing and other internal teams to build the best propositions and programs for our partners. Understands channel performance to targets and supports sales team to achieve the sales objectives, manages and communicates partner performance against goals. Leads contract negotiations, makes sure that channel partners sign proper and up-to-date contracts/agreements. Actively participates to partner and industry events, generating additional demand. Ensure revenue invoicing and contractual obligations. Business Development: Develops new consumer sales ecosystems on new channels, industries, or verticals (Publishers, Banks, Insurance, Bundles…). Identifies partners’ needs, business models and build cybersecurity offer integration to address their customers. Drives to execution accompanying the partners and managing the internal resources / teams for GTM. Build sales funnel and lead generation plan in coordination with the Marketing team. Account Management: Develops good working relationships with Partners and their teams, placing the company as the technology solutions partner of choice by understanding business goals. Ensures a high level of training, mentoring, and motivation of channel partners. Along with key success metrics, develops targeted campaigns, sales promotions activities and any investment opportunities with the partners to grow channel-sourced opportunities. Draws the marketing plans together with the partners, monitors the marketing activities implementation and analyzes the ROI for each activity together with Management. Follows and optimizes the marketing budget execution of the budget assigned with the scope of reaching the sales targets. Ensures excellence in new product launches in the channels. Monitors and is directly responsible of stock rotation in the retail stores. Delivers on time sales, stock and marketing activity reports as requested by the company.

Requirements

Higher Degree in Management
Fluent in English, speaking and writing (other languages are expected) - The job function is in an international environment, frequent travels are required.
A natural hunter for new opportunities with 10+ years’ experience in consumer channel management or channel sales with complex cycles and at ease with any Business Model (will have to define new models most of the time)
A highly-motivated individual, autonomous, rigorous and team player able to manage the company resources to reach goals
A strategic thinker able to define plans and drive to execution, leveraging in project-mode internal and external resources (service suppliers, sales platform suppliers…)
Excellent interpersonal, communication and facilitation skills (client-service oriented mindset)
Excellent written, verbal communication and presentation skills and the ability to build strong working relationships
Excellent negotiation and influencing skills
High expectations in all forms of Business Models (sell-in, consignment, affiliation, conversions from free to pay…)
High expectations in management of data, analytics, metrics, KPIs...
High expectations in Planning and forecasts
Advanced Key Account Management experience in the Region, preferably in Consumer IT/Electronics/Software
Advanced knowledge of Retail/Etail, at ease in complex schemes and multi-layer distribution models
Advanced knowledge in customer cycles and customer bases management : ARPU, lifetime value, acquisition and renewal leverages

Nice To Haves

Knowledge of Consumer Software industry is a plus, including software consignment models and ERP management
Marketing experience is a plus

Responsibilities

Defines consumer expansion strategy in the region, annual and quarterly plans along with sales forecasts and KPIs, defines the resources needed to achieve the targets.
Ensures execution of the plans with the internal teams and partners teams, Monitors sales and identifies gaps and opportunities, sets up corrective actions plans if needed.
Collaborates with Operations, Marketing, Legal, Finance, Pricing and other internal teams to build the best propositions and programs for our partners.
Understands channel performance to targets and supports sales team to achieve the sales objectives, manages and communicates partner performance against goals.
Leads contract negotiations, makes sure that channel partners sign proper and up-to-date contracts/agreements.
Actively participates to partner and industry events, generating additional demand.
Ensure revenue invoicing and contractual obligations.
Develops new consumer sales ecosystems on new channels, industries, or verticals (Publishers, Banks, Insurance, Bundles…).
Identifies partners’ needs, business models and build cybersecurity offer integration to address their customers.
Drives to execution accompanying the partners and managing the internal resources / teams for GTM.
Build sales funnel and lead generation plan in coordination with the Marketing team.
Develops good working relationships with Partners and their teams, placing the company as the technology solutions partner of choice by understanding business goals.
Ensures a high level of training, mentoring, and motivation of channel partners.
Along with key success metrics, develops targeted campaigns, sales promotions activities and any investment opportunities with the partners to grow channel-sourced opportunities.
Draws the marketing plans together with the partners, monitors the marketing activities implementation and analyzes the ROI for each activity together with Management.
Follows and optimizes the marketing budget execution of the budget assigned with the scope of reaching the sales targets.
Ensures excellence in new product launches in the channels.
Monitors and is directly responsible of stock rotation in the retail stores.
Delivers on time sales, stock and marketing activity reports as requested by the company.