Territory Manager/Account Executive

Territory Account Manager

About the job

Bitdefender, the technology leader in security software industry, is seeking for a Territory Account Manager for the DACH market to join it’s rapidly growing EMEA Sales team.

The Territory Account Manager (TAM) is responsible for achieving his quarterly and annual goals by managing a territory using the telephone and Web 2.0 technologies mainly. The TAM will build direct relationships with end user organizations on major opportunities and as much as possible will work closely with and leverage the selected channel partners to maximize the revenue opportunities within the territory.

This role is ideal for candidates who enjoy selling, are achievement-oriented and believe in performance rewards for exceeding annual sales goals through strong collaboration with partners and internal stakeholders. The ideal candidate is success-driven, fast-paced, and works well in a diverse team and enjoys a dynamic and changing environment.

The Territory Account Manager will focus on retaining the assigned customer portfolio & proactively prospecting for new business opportunities within existing and new accounts

• Develop Bitdefender Enterprise sales with focus on Enterprise Business dedicated no of employees potential band

• Renew and retain the assigned customer portfolio

• Up-sell to existing customers (displacements and new product sales)

Responsibilities:

• Interlocking with Field Sales, Reseller Managers, HQ sales support teams and channel partners to enhance the competence & focus associated with particular products & increase the market penetration of Bitdefender Security technologies to customers & partners whilst adapting Bitdefender sales & channel development strategy to over achieve booking and revenue quota.

• Exceed quarterly and annual target

• Submit accurate weekly forecasts – will be monitored based on the monthly/quarterly KPI’s

• Build and maintain a constant/future revenue pipeline – will be monitored based on monthly/quarterly KPI’s

• Update and maintain in a diligent way the customer database details & their attached pipeline

• Manage qualified leads in a timely manner

• Engage with channel partners and reseller key contacts/managers to manage and close sales pipeline

• Have a Partner landscape view and knowledge being able to identify the right partners to obtain the best coverage in his/her area including recruiting, onboarding, training, and ongoing development

• Communicate value propositions to clients and stakeholders that speak intimately to their needs and requirements

• Bring to bear all cross-functional resources to achieve your quota: inside sales, channel systems engineering, field marketing, cybersecurity sales specialists, the services team, sales ops, and others

• Participate to regional marketing events, drive attendance to events & webinars etc.

• Demonstrate effective level of product knowledge and technical understanding of products and services including features, benefits, etc. that overcomes specific objections

• Develop and execute a cold calling strategy to target prospects

• Proactively prospect new business opportunities with existing accounts via cold call, email, prospecting tools, & marketing leads provided

• Mine existing and prospective clients for referral business

Qualifications:

• Highly competitive; goal and achievement orientated

• 3+ years of IT sector experience in selling software solutions and/or products is essential Negotiation, B2B, and closing skills

• Excellent negotiation, communication and customer service skills; Candidates with demonstrable previous exposure to classical sales methodology (SPIN, BANT, Sandler, etc) preferred

• Target orientated individual with demonstrable telephone sales experience dealing with B2B customers

• Strong work ethic and organizational skills to interact with staff, colleagues and cross-functional teams, and third parties

• Must have a proven track record of success in achieving measurable monthly sales goals

• Strong time management and organizational skills. Able to manage and meet multiple deadlines

• Positive and energetic phone skills, excellent listening skills, strong written communication skills

• Strong interpersonal skills suitable for interacting with various departments, system personnel, all levels of management, and customers in the surrounding community

• Must have the ability to understand and convey business issues and technical concepts

• Knowledge of Salesforce CRM software and Microsoft Office preferred

• Adaptive and flexible (changing technologies, processes, etc.)

• Travel to territory on an as needed basis

• Fluent in German and English