Territory Account Manager DACH

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 

About the Role:
Bitdefender
is looking for an exceptional sales executive dedicated to high performance,
personal excellence, and a strong work ethic, who shares our passion for
solving mission-critical infosec problems for our customers and partners
through using cutting-edge security solutions.

The
Territory Account Manager is responsible for building the business pipeline in
the assigned territory and for selling the GravityZone XDR platform and MDR services to
mid-size and large Enterprise accounts across a wide range of industry
verticals in the US marketplace. The individual is expected to work in a
fast-paced environment and have
the ability to engage in conversations with various customer personas ranging from IT and
Security Operations, Security Engineering as well as CISO and other C-suite
individuals in security and risk management.
The
role requires the individual to be fluent across general IT and information
security terminology with an understanding of common IT and information
security technologies. The candidate should have a willingness to prospect via
LinkedIn, phone, email, and other lead sources to accelerate penetration into
accounts, identifying new opportunities, and building qualified pipeline
revenue more than 5x the annual sales quota.

Responsibilities:

• Create
and update a Territory Business Plan to include strategy, tactics, and
milestones as it relates to hitting goals set by the company.

• Develop
the business pipeline in the assigned territory and sell the GravityZone XDR
platform and MDR services portfolio to mid-size and large Enterprise accounts
across a wide range of industry verticals in the US marketplace.

• Identify
key stakeholders, understand their business needs and be able to articulate how
Bitdefender software and services are solving problems for these stakeholders.

• Sell
products and services to companies that have 750 employees or more. Identify
qualified opportunities and build a diverse sales pipeline with direct
customers.

• Manage
pipeline activities including driving deals through presentations, demos and
POCs; exhibit consistent deal progression to closure.

• Work
closely and collaboratively with a cross-functional territory team that
includes channel managers, field and channel marketing, SDRs, field engineering
and solution architects, enterprise support and services.

• Provide
sales territory updates to executive management on a regular basis, including
regional KPIs, status on opportunities, Demos and POCs, and deal closure.

• Partner
with Channel account management and leadership to develop and construct
business relationships with focus VARs in the market that align their product
portfolio to the Bitdefender offering.

•
• Gather
market intelligence and transfer knowledge internally - industry trends, market
insights, competitive positioning.

•
• Demonstrate
proficiency in managing and expanding the mindshare and market share of the
channel ecosystem in the assigned territory to create expansion of sales thru a
partner-led model.

• Collaborate
with his/her cross functional team and build target list of accounts for
Bitdefender business.

• Attending
conferences and organize regional sales events to promote Bitdefender
visibility and generate leads and sales.

• Thoroughly
knowledgeable and willing to maintain knowledge of competitive landscape.

• Maintain
the highest standards of integrity and respect for co-workers, partners,
customers, and prospects.

Requirements:

• Has
prior experience selling cybersecurity software solutions to mid-market and
enterprise clients strongly preferred. Previous experience with Endpoint
Protection Platforms (EPP), Endpoint Detection and Response (EDR), Extended
Detection and Response (XDR) or Managed Detection and Response (XDR) vendors is
a plus.

• Possesses
a strong ability to build relationships, collaborate and partner with VARs and
with clients to obtain confidence and trust.

• Has
very strong ability to qualify opportunities.

• Is
passionate about problem solving - identifying client's needs/pain points and
positioning solutions and portfolio benefits.

• Has
strong understanding of the pursuit and acquisition of cybersecurity business;
hunter mentality for direct sales is a must and combines this well with
relationship building with channel partners and VARs.

• Is
experienced with sales management and productivity tools like Salesforce,
Clari, PowerBI, MS
Office suite, Web Conferencing

• Proven
track record of success in building relationships and sales required;
experience presenting to C-level and senior leadership preferred.

• Strong
interpersonal skills and ability to professionally follow up, move
forward/advance, and close opportunities.

• Is
an organized and detail-oriented individual with the proven ability to manage
vast and varied accounts.

• Is
well versed is solution based selling and creative closing techniques.

• Excellent
listening, presentation and communications skills.

• Must
be able to travel up to 50%.