Inside Territory Account Manager - Sydney, Australia

Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over millions of consumers, enterprises, 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, behavioural analytics, and artificial intelligence and its technology is licensed by more than 180 of the world's most recognised technology brands. Founded in 2001, Bitdefender has customers in 170+ countries and offices worldwide. For more information, visit

Job Description
The Territory Account Manager will build and promote the Company's position as the global leader in Cybersecurity within the assigned territories, acting with integrity and transparency throughout the entire Bitdefender organization.
He/She will promote the adoption of the GravityZone platform directly with the End users and Partner community.
The Territory Account Manager will recruit,, educate, train and support the partners in the Territory.
The Territory Account Manager must have excellent communication skills, as he/she will be critical to the first in-depth experience with Bitdefender.
Responsible for achieving the Company's mid-size Enterprise targets in designated Territory through pro-active identification, development and closing of end-customer opportunities, as well as through following and closing of enterprise business leads with a focus on Gravity Zone solutions, EDR and MDR for customers.

Job Responsibilities:

• Develop Partners and mid-size enterprise-level customers
• Prospect, qualify and build relationships with key customers and partners in the assigned Territory using traditional and MSP business models.
  Close qualified leads together with Bitdefender partners.
• Cooperate with the Professional Services team to successfully deploy Proof of Concept and Demos for its end-customers.
• Conducts one-on-one and group sales presentations.
• Forecast and deliver on financial targets.
• Responsible for Annual Revenue Targets in the assigned Territory.
• Provide sales forecasts on time.
• Build enough sales pipeline to achieve the sales targets.
• Evangelize Bitdefender Enterprise solutions
• Active participation in internal and partner training, tradeshows and other events to represent the Bitdefender brand, promote Bitdefender enterprise solutions and generate leads.
• Cooperate with the Bitdefender marketing team to set up and deploy specific marketing campaigns.
• Cooperate with the Bitdefender PR team to select and develop case studies and references from its customer's and partners' portfolios.
• Manage and grow existing business and channel eco-systems
• Cooperate with the Regional Sales Manager to develop existing partner networks.
• Identify, recruit and cooperate with the regional sales manager to develop new Value-Added Resellers, System Integrators and MSP's in the assigned Territory.
• Cooperate with Distribution managers, sales engineers, account managers and central teams to enable partners from sales, product, operational and support standpoints to reach their full potential in enterprise security based on Bitdefender Gravity Zone solutions.
• Perform high-level sales planning, leading to accurate forecasting of the business.
• Generate volume opportunities to deliver a predictable business book and drive forecast accuracy.
• Engage in a programmatic approach to demand to generate, develop, and expand your Territory.
• Communicate value propositions to clients and stakeholders that speak intimately to their needs and requirements.
• To achieve the target, bring together all cross-functional resources: inside sales, channel systems engineering, field marketing, cybersecurity sales specialists, the services team, sales ops, and others.
• Travel as necessary within your Territory and to company-wide meetings
• Have a Partner landscape view and knowledge to identify the right partners and obtain the best coverage, including recruiting, onboarding, training, and ongoing development.
• Quarterly present a plan to address the most meaningful prospects and do intensive account planning for each assigned Territory.
• Diligently manage the customers assigned, promoting upselling and cross-selling initiatives
• Define, along with marketing actions and KPIs, how to measure them according to the financial perspective and pipeline generation.

Requirements:

• Based in Sydney, Australia, with the full right to work and knowledge of the Territory and a solid network of clients, channel partners, and industry professionals in the region.
• A proven track record of seven years of success, quota achievement and building relationships with technical and executive customers in the Cybersecurity technology space.
• Has prior experience selling cybersecurity software solutions to mid-market and enterprise clients strongly preferred. Previous experience with Managed Detection and Response (MDR), Security Incident Response (SIEM), Managed Security Service (MSS), Endpoint Protection Platforms (EPP), Endpoint Detection and Response (EDR) or Extended Detection and Response (XDR) vendors is a plus.
• You have a hunter mindset and a growth mentality. You are committed to acquiring cybersecurity business and excellence in your weekly, monthly, and quarterly forecast accuracy, pipeline development and customer satisfaction.
• Is experienced with sales and productivity tools like Salesforce, Clari, MS Office suite.