Enterprise Account Manager

Enterprise Account Manager

Bitdefender is looking for an Enterprise Account Manager to join our team and drive the growth of our enterprise cybersecurity business. The Enterprise Account Manager will build and promote the Company's position as a global leader in Cybersecurity within the assigned territories, acting with integrity and transparency across the entire Bitdefender organization. You will promote the adoption of the GravityZone platform, both directly with end users and through the partner community, while acting as a key leader and point of reference for the team. You will also play an important role in motivating, educating, and enabling sales teams across the territory, while delivering a strong first experience with Bitdefender technologies to customers.

Responsibilities:

• Develop enterprise level customers
• Prospect, qualify and build relationships with key customers in the assigned territory with traditional business models
• Close qualified leads together with Bitdefender partners
• Cooperate with Professional Services team to successfully deploy Proof of Concept and demos for end customers
• Conduct one-on-one and group sales presentations
• Manage pipeline in order to deliver on target or above
• Forecast and deliver on financial targets
• Be responsible for annual revenue targets in the assigned territory
• Provide sales forecast in a timely manner
• Build enough sales pipeline to achieve the sales targets
• Maintain strong technical knowledge of Bitdefender GravityZone solutions, as well as industry trends in virtualization, cloud, networking, data center and security solutions
• Actively participate in internal and partner trainings, tradeshows and events to represent the Bitdefender brand and generate leads
• Cooperate with Bitdefender marketing team to set up and deploy specific marketing campaigns
• Cooperate with Bitdefender PR team to develop case studies and customer references
• Manage and grow existing business and channel ecosystems
• Cooperate with territory managers and account managers to develop existing customers
• Identify, recruit and work with territory managers and account managers to develop new Value-Added Resellers and System Integrators
• Collaborate with distribution managers, inside sales, sales engineers and central teams to enable partners across sales, product, operational and support areas
• Bring together different team members to create alignment and team spirit towards a common goal
• Perform high-level sales planning leading to accurate business forecasting
• Generate volume opportunities to ensure a predictable book of business and improve forecast accuracy
• Apply a structured approach to demand generation, development and territory expansion
• Communicate clear and relevant value propositions to clients and stakeholders
• Leverage cross-functional resources such as inside sales, sales engineering, marketing, services and sales operations to achieve targets
• Travel as needed within the territory and to company meetings
• Maintain a strong understanding of the partner landscape and identify the right partners for optimal coverage, including recruiting, onboarding and development
• Present quarterly plans focused on key prospects and account planning
• Manage assigned customers, promoting upselling and cross-selling initiatives
• Define, together with Marketing, actions and KPIs aligned with revenue targets and pipeline generation needs

Requirements:

• Extensive experience in cybersecurity, preferably in endpoint security
• Strong knowledge of cybersecurity partners and key players, with established relationships
• Experience working within an indirect business model (distributors, partners, end users)
• Experience working with government and enterprise accounts
• Proactive, hunter mindset
• Strong team spirit and collaboration skills