Bitdefender

Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over millions of consumers, 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

About the Role

We’re seeking for a professional with true passion for sales, with experience that encompasses a wide variety of sales kills, hunting opportunities, communication and negotiation skills, market knowledge and willingness to travel across EASTERN AFRICAN countries.
In this role you’ll be responsible for prospecting, qualifying and developing the partner’s channel network - Value Added Distributors, VAR’s, System integrators and expanding the sales in the Enterprise segment while achieving monthly and quarterly quotas as well as providing timely and accurate management reports.

Responsibilities:

• Manage and grow new value-added resellers, maintain the relationships with them and grow the revenue.
• Prospect and develop new top Enterprise end users and Value-Added Resellers, qualifying new accounts.
• Follow-up on web/marketing lead and ensure the CRM is maintained with current and accurate information regarding all activities (calls, meetings, tasks) for leads, contacts, accounts and prospective customer.
• Participate in marketing program planning, development, execution and measurement to ensure that promotion and awareness programs succeed according to plan.
• Interface with the key staff of the strategic partners in order to coordinate sales and marketing activities.
• Represent Bitdefender at industry events and networking events as appropriate.
• Take initiative in delivering to the partners the necessary trainings and certifications for the Bitdefender´s products and services.
• Set own priorities and schedules to meet established goals; meets commitments consistently.
• Develop and implement the Bitdefender sales strategy.
• Perform weekly/monthly reports as required by Bitdefender.
• Perform pre-assessment of Bitdefender product offering and deliverables, industry and competitive analysis.
• Create and maintain a target list of contacts for sales and present it to Bitdefender for approval and monthly update this Target List.
• Identify strategic opportunities and prospects, further qualify them, develop and customize Bitdefender value proposition and pitch for them, establish the contact and pursue the sales process further.
• Provide the Bitdefender with timely feedback (minimum once a month) on his business activities, market developments, customer needs and competitive landscape in a mutually agreeable format and fashion.

Ø  Demand generation
• Ensure the appropriate level of investment is being made on demand generation activities by Bitdefender and partners.
• Create and execute demand generation and marketing plans with partners to maximize revenue.
• Analyze output from demand generation efforts and optimize across Partner base to fill the pipeline Partners management.
• Communicate with partners on new products and service offerings.
• Create systems and procedures to streamline partner management.
• Conduct contract negotiations.
• Ask for approval for any contract/ order/insertion order/ offer according to Bitdefender policies and procedure.
• Define and executing partner business plans.

Ø  Tracking & Analysis
• Monitor Partner performance and address low performers quickly with training tools and a re-set of business plan and KPI’s.
• Monitor client satisfaction and elevate issues of dissatisfaction for quick resolution.
• Track and report the sales results and target achieved according to the established KPIs.
• Monitor the process of cashing the bills emitted by his clients.
• Expand relationships with strategic partners, VADs, specialty integrators, VARs etc.

Ø  Sales
• Build pipeline through relationships. Goal is to have a pipeline build rate sufficient to further build sales.
• Use early deals to kick-start proof points (testimonials, conversations with analysts etc.) and to kick-start serious Bitdefender activity with major partners. The goal is to have a pipeline build rate sufficient to further build sales.
• Perform other tasks as requested by Bitdefender related to promotion, its products and technologies, developing a positive public and client image of Bitdefender in the market.
• Send reports as requested by Company.
• Respect Company’s policies and procedures.

Requirements:

·       +3 years in business development, sales executive or a relevant role;

·       Proven achievement record;

·       High travel flexibility across African countries;

·       Fluent in English ( written & verbal)

·       Results oriented - tenacity and drive to seek new business and meet or exceed targets;

·       Excellent communication and negotiation skills - needed for communicating with a wide range of people, both internally and externally;

·       A professional manner and presentable appearance for meeting customers/clients;

·       Initiative and confidence to start things from scratch;

·       Good networking skills;

·       Time management and planning skills;

·       Ability to build reports.