Aimed at mid-to-senior level account managers with cybersecurity or enterprise software experience who can manage both customer retention and outbound sales in the DACH region.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Bitdefender via Greenhouse
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
The Inside Territory Account Manager will cover DACH region and will focus on retaining the assigned customer portfolio while proactively prospecting for new business opportunities within existing and new accounts across the DACH territory.
Develop Bitdefender Enterprise sales, focusing on the Enterprise customer segment within the dedicated employee band in DACH.
Renew and retain the assigned customer portfolio in DACH.
Upsell to existing customers (displacements and new product sales).
Responsibilities:
Collaborate with Field Sales, Reseller Managers, HQ sales support teams, and channel partners to strengthen product competence and focus, and to increase market penetration of Bitdefender security technologies with customers and partners across DACH, while adapting Bitdefender’s sales and channel development strategy to exceed booking and revenue quotas.
Exceed quarterly and annual targets.
Submit accurate weekly forecasts (monitored via monthly/quarterly KPIs).
Build and maintain a healthy future revenue pipeline (monitored via monthly/quarterly KPIs).
Maintain accurate customer database details and associated pipeline in a diligent manner.
Manage qualified leads in a timely manner.
Engage with channel partners and key reseller contacts/managers to manage and close the sales pipeline.
Maintain a strong view of the partner landscape and identify the right partners to ensure optimal coverage in the DACH territory, including recruiting, onboarding, training, and ongoing development.
Communicate value propositions to clients and stakeholders that directly address their needs and requirements.
Leverage cross-functional resources to achieve quota: inside sales, channel systems engineering, field marketing, cybersecurity sales specialists, services team, sales ops, and others.
Participate in regional marketing events and drive attendance to events and webinars.
Demonstrate strong product knowledge and technical understanding of products and services (features, benefits, etc.) to address and overcome objections.
Develop and execute a cold-calling strategy to target prospects.
Proactively identify new business opportunities within existing accounts via cold calls, email, prospecting tools, and marketing leads provided.
Mine existing and prospective clients for referral business.
Qualifications:
3+ years of experience in inside sales, account management, or business development, ideally in cybersecurity, IT, or enterprise software, with a proven record of meeting or exceeding quotas.
Experience acquiring new logo and outbound while also managing renewals, retention, and upsell/cross-sell, including competitive displacement within an existing customer portfolio.
Experience selling through a channel model (distributors, resellers) and collaborating with reseller managers and partners.
Fluent German (C1 or above) and professional English, with strong knowledge of the DACH market and business culture.
Strong outbound prospecting and cold-calling skills, with the ability to build a healthy pipeline and submit accurate forecasts in a CRM (e.g., Salesforce).
Why Bitdefender?
At Bitdefender, you’ll be part of a mission-driven company that is shaping the future of cybersecurity. We foster a culture of innovation, ownership, and continuous learning.
You’ll have the opportunity to work with highly skilled professionals, contribute to impactful global projects, and grow your career in a fast-paced, technology-driven environment.
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Source: Bitdefender careers (Greenhouse)