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

Job description:

Reporting to the Regional Sales Director, the Channel Account Manager will be directly responsible for managing an existing portfolio of Consumer Channels and actively participating to our Consumer Business Development in Europe across UK, Benelux, France or Italy, targeting Indirect and Direct channels (Retailers, E-tailers, Distributors, Resellers, Partnerships, Media)

General Responsibilities:
Defines consumer expansion strategy in the region, annual and quarterly plans along with sales forecasts and KPIs, defines the resources needed to achieve the targets,
Ensures execution of the plans with the internal teams and partners teams, Monitors sales and identifies gaps and opportunities, sets up corrective actions plans if needed
Collaborates with Operations, Marketing, Legal, Finance, Pricing and other internal teams to build the best propositions and programs for our partners
Understands channel performance to targets and supports sales team to achieve the sales objectives, manages and communicates partner performance against goals
Leads contract negotiations, makes sure that channel partners sign proper and up-to-date contracts/agreements
Actively participates to partner and industry events, generating additional demand
Ensures revenue invoicing and contractual obligations

Consumer Channel Management
Manages a portfolio of Consumer Channels (Distributors, Retailers, Etailers, Resellers), for physical and dematerialized products (Boxes, Electronic Software Download)
Develops good working relationships with individual Retailers/Distributors/Partners and their teams, placing the company as the technology solutions partner of choice by understanding business goals
Ensures a high level of training, mentoring, and motivation of channel partners
Along with key success metrics, develops targeted campaigns, sales promotions activities and any investment opportunities with the partners to grow channel-sourced opportunities
Draws the marketing plans together with the partners, monitors the marketing activities implementation and analyzes the ROI for each activity together with Management
Follows and optimizes the marketing budget execution of the budget assigned with the scope of reaching the sales targets
Ensures excellence in new product launches in the channels
Monitors and is directly responsible of stock rotation in the retail stores
Delivers on time sales, stock and marketing activity reports as requested by the company

Consumer Business Development
Actively develops new partnerships in the Region, expanding channel coverture
Identifies partners’ needs, business models and build cybersecurity offers integration to address their customers
Drives to execution accompanying the partners and managing the internal resources / teams for GTM
Builds sales funnel and lead generation plan in coordination with the Marketing team

Requirements:
Higher Degree in Management
Fluent in French and English, speaking and writing. Native English is a plus. An additional language is a plus (Dutch, Italian)
A natural hunter for new opportunities with 5+ years’ experience in channel sales
A highly-motivated individual, autonomous, rigorous and team player able to manage the company resources to reach goals
A strategic thinker able to define plans and drive to execution, leveraging in project-mode internal and external resources
Excellent interpersonal, communication and facilitation skills (client-service oriented mindset)
Excellent written, verbal communication and presentation skills and the ability to build strong working relationships
Excellent negotiation and influencing skills
High expectations in all forms of Business Models (sell-in / sell-through, consignment, affiliation…) and at ease in complex schemes and multi-layer distribution models
High expectations in management of data, analytics, metrics, KPIs...
High expectations in Planning and forecasts
Knowledge of Customer cycles and customer bases management : ARPU, lifetime value, acquisition and renewal leverages
Knowledge of Consumer Software industry is a plus, including software consignment models and ERP management
Marketing experience is a plus