Bitdefender
Inside Territory Account Manager - UK
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About 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 https://www.bitdefender.com
Inside Territory Account Manager
The Inside Territory Account Manager will cover UK region and will focus on retaining the assigned customer portfolio while proactively prospecting for new business opportunities within existing and new accounts across the UK territory.
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Key Responsibilities
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- Develop Bitdefender Enterprise sales, focusing on the Enterprise customer segment within the dedicated employee band in UK.
- Renew and retain the assigned customer portfolio in UK.
- Upsell to existing customers (displacements and new product sales).
Core Duties
- 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 UK, 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 UK 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.
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