Channel Account Manager-West Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over numerous business and government environments, Bitdefender is the industry’s trusted expert for eliminating threats, protecting privacy and data, and enabling cyber resiliency. With deep investments in research and development, Bitdefender Labs discovers 400 new threats each minute and validates 30 billion 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 150 of the world’s most recognized technology brands. Founded in 2001, Bitdefender has customers in 170 countries with offices around the world. Job Description The channel account manager is responsible for developing the Bitdefender channel ecosystem in their assigned territory by executing the channel strategy for North America, driving the ecosystem and userbase growth in the region. The channel account manager is accountable for managing all partners headquartered in their assigned region as well as the local representatives from the national accounts, within the guidelines of Bitdefender’s channel programs, leading new business development and successfully developing alliances with key solution provider accounts. The ideal candidate will motivate, educate and train partners and their employees in the company’s products and solutions. Teamwork and collaboration are key as you work with your technical, marketing and peer counterparts to develop and execute a territory plan. Excellent communication skills required, as you’ll be a critical part of the first in-depth experience with Bitdefender solutions. Job Responsibilities: Channel Development *Create, implement, and continuously improve the channel strategy and execution for the assigned territory. *Cultivate executive relationships, expand mindshare, and grow revenue within defined customer segments across the regional channel partner ecosystem in the territory. *Grow current partner ecosystem by prioritizing new partner on-boarding and retire unperforming partner relationships. *Develop regional relationships with national partner accounts and provide support national channel account managers at the regional level. *Engage and align territory account manager and sales leadership with peers and executives at each Regional Focus Partner within the assigned territory. *Generate new revenue opportunities driven by channel and expand existing business through generating upgrade, cross-sell and up-sell opportunities. *Drive commercial partner on-boarding in your region and drive on-boarding sessions. Channel Evangelism *Position Bitdefender’s product and services portfolio value by applying a cybersecurity problem solving mindset to drive better outcomes. *Engage, educate, and train partner personnel to drive business excellence with Bitdefender. *Actively seek and engage in speaking opportunities within the channel ecosystem to continuously promote Bitdefender values and problem-solving capabilities. *Build and promote strong, trust-based partner relationships that are aligned with Bitdefender channel program philosophy by working with and understanding the needs of our channel partners and their customers. *Work with management and partner marketing to design plays, programs, and creative initiatives to drive revenue across our regional partners. *Evaluate current product and recommend enhancements necessary to scale the channel. Driving Business Excellence *Achieve growth and exceed sales targets and quotas by successfully managing the partner ecosystem. *Ensure forecasting accuracy and consistency of pipeline build through the Bitdefender channel community. *Run business planning and account planning sessions with assigned channel partners *Collaborate with sales and sales leadership as well as cross-functionally with the marketing team to develop and execute channel marketing programs and boost demand *Analyze industry trends, and Bitdefender’s positioning in the channel to drive business value expected outcomes and engagement with strategic and high growth partners in the assigned region. *Evaluate current product and recommend enhancements necessary to scale the channel. *Work closely with the finance, operations, and technology teams to provide partner feedback to improve our product offering and customer experience. *Accountable for respecting channel program specifications with assigned partners and following internal Bitdefender processes. Required Skills *7+ years channel sales and territory management in networking or security sectors. *Experience building and managing regional and National channels in support of company objectives. *Experience building business/marketing/territory plans designed to deliver alignment of key channel objectives and corporate goals. *Must live in a western US state (Mountain or Pacific time)

• Scour the web and databases to build hyper-targeted prospect lists of 100+ qualified leads weekly • Craft and send personalized cold emails using tools like Hunter.io or Apollo for verification and scaling • Set up and manage affiliate programs: recruit partners, negotiate deals, track commissions, and optimize for ROI using simple dashboards • Qualify leads in HubSpot or similar CRM, nurture them with automated sequences • Analyze campaign data weekly; track metrics like reply rates, conversion funnels, and CPL to refine tactics and hit aggressive targets

• Scour the web and databases to build hyper-targeted prospect lists of 100+ qualified leads weekly • Craft and send personalized cold emails using tools like Hunter.io or Apollo for verification and scaling • Set up and manage affiliate programs: recruit partners, negotiate deals, track commissions, and optimize for ROI using simple dashboards • Qualify leads in HubSpot or similar CRM, nurture them with automated sequences • Analyze campaign data weekly; track metrics like reply rates, conversion funnels, and CPL to refine tactics and hit aggressive targets

Purpose This role is responsible for managing and growing territory sales, managing and growing current sales accounts, identifying and growing new accounts, and demonstrating general knowledge in all aspects of the individual customer relationship including resin needs, end uses, credit, logistics efficiency, and inventory. Areas of Responsibility / Tasks Performance must reflect appropriate level of expertise and achievement of the desired results for the items listed below. - Essential Functions - Achieve profitable revenue growth, including robust new business development - Achieve stated gross margin targets as a percentage of sales - Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills - Prospecting & new account calls, development of a robust target funnel - Establish, track and close new business targets consistent with long-term growth objectives - Develop, execute and manage sales plans, sales budgets, and expense budgets - Work both directly and cooperatively with channel partners to close business based on customer's purchasing requirements - Create and maintain CRM data and sales statistics as required - Work with Technical and Customer Service team to ensure customer requirements and satisfaction is met - Proven ability to interact effectively at all levels of the customer and with all of the customers functional groups - All other duties as assigned Supervisory Responsibilities - Not Applicable Competencies; Knowledge, Skills, Abilities (KSA) To perform this role successfully, an individual must have experience achieving desired result(s) in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent within our culture. - Complex thinking skills in translating customer needs into solutions - Technical aptitude and problem-solving skills - Professional presence, including excellent verbal and written communication and presentation skills - Broad knowledge of solutions, materials and processing - Self-motivated and able to work autonomously on a day-to-day basis - Good interpersonal and communication skills - Strong organizational skills required - Strong computer skills, proficiency with MS Word & Excel and Outlook Minimum Qualifications/ Education / Experience / Certifications - Education: - Bachelor’s degree required - Equivalent experience considered in lieu of degree. - Experience: - Minimum of 5 years of exposure in B2B, face to face sales, preferably in industrial or commodity sales - Licenses / Certifications: - Valid driver’s license – required - Language: - Proficiency in English required - Bi-Lingual – Spanish or Portuguese is a plus Work Environment / Conditions The work environment/conditions described herein are representative of those that an incumbent may experience, and therefore - - - - Must be adaptable to work in a shared space, with constant noise, with/or without the use of a private office. - This position is a remote work-from-home role. Physical Requirements / Demands The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. *Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions & physical demands of this role. - While performing the duties of this job, the incumbent is regularly required to communicate verbally, read, and comprehend information, type on a consistent and daily basis. - While performing the duties of this job, the incumbent is regularly required to travel by foot, car, bus, airplane, or other means of transportation which require sitting, waiting, and standing for long and short periods of time. Acknowledgement: This job description is not an exhaustive list of areas of responsibility or tasks that an incumbent in this position may be asked to perform. All Employees are required to deliver the desired results intended for their role, at the designated level of knowledge, skill, and ability commensurate with their job title and level within the organization. NOTICE TO APPLICANTS: Ravago Americas is an equal employment opportunity employer. We adhere to a policy of making employment decisions without regard to race, color, age, sex, religion, national origin, disability, veteran status, citizenship status, or marital status. We assure you that your opportunity for employment with this employer depends solely upon your qualifications.