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Bitdefender · 1 month ago

BUSINESS DEVELOPMENT MANAGER, EAST AFRICA (Based in Kenya)

, , KE

Full-time

Onsite

Mid Level

3+ years exp

Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. The Business Development Manager will be responsible for prospecting, qualifying, and developing the partner’s channel network while expanding sales in the Enterprise segment and achieving monthly and quarterly quotas.

Cloud SecurityCyber SecurityNetwork SecuritySoftware

Work & Life Balance

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

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

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

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

Qualification

Business developmentSales strategyNegotiation skillsMarket knowledgeCRM proficiencyNetworking skillsReport buildingFluent in EnglishCommunication skillsTime management