Territory Account Manager DACH

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 Gravity Zone 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 Linked In, 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.

• 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 Gravity Zone 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.

• 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, Power
  
  BI, 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;