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

About the Job

Bitdefender, a leader in the security software industry, is looking for a dynamic Inside Territory Account Manager (ITAM) to drive new business acquisition for the DACH market. As part of the EMEA Sales team, the ITAM will focus on generating new sales opportunities through proactive prospecting, cold calls, emails, and follow-up on inbound leads, working closely with channel partners to maximize revenue potential.

Key Focus Areas:
New Business Acquisition: A primary focus on identifying, targeting, and converting new logo opportunities in the DACH market.
Inside Sales & Lead Generation: Leverage inbound lead follow-up, outbound cold calls, and emails to source new sales opportunities.
Customer Needs & Pipeline Management: Understanding customer needs to identify qualified opportunities, progressing them through the sales cycle for further development and closure.
Partner Collaboration: Work with channel partners and dedicated internal teams to maximize revenue potential and expand market penetration.
This role is ideal for individuals who thrive in a fast-paced, goal-driven environment, enjoy closing deals, and are motivated by exceeding sales targets through effective prospecting and relationship-building efforts.

Key Responsibilities:
New Business Focus: Proactively source new sales opportunities through inbound lead follow-up and outbound cold calls and emails.
Customer Engagement: Engage with prospects to understand their needs and requirements, positioning Bitdefender’s solutions to meet those needs.
Opportunity Qualification: Take full ownership of the opportunity qualification process, ensuring that all valid opportunities are thoroughly qualified, and nurtured. Manage the process through to closure or, if needed, collaborate with appropriate functions and departments for further development, maintaining oversight until the deal is closed.
Lead Management: Handle and convert qualified leads in a timely manner, ensuring seamless transition from lead generation to closing.
Sales Growth: Drive new business by consistently identifying and converting new opportunities, including cross-selling and upgrading within existing SMB accounts.
Pipeline Management: Build and maintain a strong, predictable sales pipeline, providing accurate forecasts and consistently meeting quarterly and annual targets.
Channel Partner Engagement: Collaborate with channel partners and resellers to drive pipeline management and ensure smooth execution of new business deals.

Requirements:
Sales Experience: 3+ years of experience in IT/software solutions sales with a proven track record of success in new business acquisition, B2B sales, and achieving measurable sales goals.
Prospecting Skills: Demonstrable experience with cold calling, email outreach, and inbound lead follow-up to drive new business.
Goal-Oriented: Highly competitive and achievement-driven, with the ability to exceed sales quotas.
Customer Focus: Ability to understand customer needs and position Bitdefender’s solutions effectively.
Sales Methodology: Knowledge of established sales frameworks (e.g., MEDDICC, SPIN, BANT, Sandler) to manage and close deals efficiently.
Communication: Strong negotiation, communication, and interpersonal skills with the ability to articulate value propositions and influence key stakeholders.
CRM Experience: Familiarity with Salesforce CRM and other prospecting tools is preferred.
If you are a sales professional passionate about driving new business, meeting customer needs, and achieving results, Bitdefender offers a dynamic and rewarding environment where your skills will be valued and your success rewarded.