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
Job description
Reporting to the Regional Head of Sales, the Sales and Business Development Manager will be directly responsible for managing an existing portfolio of Channels and keep expanding our channel reach by leading our Consumer Business Development across Malaysia and South East Asia.
Job is based in our local office in Kuala Lumpur, Malaysia
General responsibilities:
- Develop, implement and monitor channel strategies.
- Define a sales channels expansion strategy and the resources needed to achieve revenue goals.
- Identify new channel opportunities
- Ensures execution of the plans with the internal teams and partners teams, Monitors sales and identifies gaps and opportunities, sets up corrective actions plans if needed
- Collaborates with Operations, Marketing, Legal, Finance, Pricing and other internal teams to build the best propositions and programs for our partners
- Understands channel performance to targets and supports partners to achieve the sales objectives, manages and communicates partner performance against goals
- Make sure that channel partners sign proper and up-to-date contracts/agreements
- Actively participates to partner and industry events, generating additional demand
- Ensure revenue invoicing and contractual obligations
- Maintain a strong knowledge of market trends and competitor activities (product, promotions, incentives,)
Consumer Channel Management :
- Manages a portfolio of Channels (mainly local Distributors and resellers, for physical and dematerialized products (Boxes, Electronic Software Download)
- Develops good working relationships with individual Retailers/Distributors/Partners and their teams, placing the company as the technology solutions partner of choice by understanding business goals. Regular meetings with all channel partners are expected.
- Ensures a high level of training, mentoring, and motivation of channel partners
- Along with key success metrics, develops targeted campaigns, sales promotions activities and any investment opportunities with the partners to grow channel-sourced opportunities
- Draws the marketing plans together with the partners, monitors the marketing activities implementation and analyzes the ROI for each activity together with Management
- Follows and optimizes the marketing budget execution of the budget assigned with the scope of reaching the sales targets
- Ensures excellence in new product launches in the channels
- Monitors and is directly responsible of stock rotation in the retail stores
- Delivers on time sales, stock and marketing activity reports as requested by the company
Consumer Business Development
- Develops new consumer sales ecosystems on new channels, industries or verticals (Publishers, Banks, Insurance, Bundles)
- Identifies partners needs, business models and build cybersecurity offer integration to address their customers
- Drives to execution accompanying the partners and managing the internal resources / teams for GTM
- Build sales funnel and lead generation plan in coordination with the Marketing team
Requirements:
- Degree in Management
- Fluent in English, speaking and writing (Chinese and/or Bahasa Melayu are strongly recommended) - The job function is in an international environment covering Malaysia, Singapore, Indonesia, Thailand and the Philippines. Occasional travels might be required.
- A natural hunter for new opportunities with 5+ years experience in consumer channel management or channel sales in Malaysia, preferably in IT or Consumer electronics environments.
- A highly-motivated individual, autonomous, rigorous and team player able to manage the company resources to reach goals
- A strategic thinker able to define plans and drive to execution,
- Excellent interpersonal, communication and facilitation skills (client-service oriented mindset)
- Excellent written, verbal communication and presentation skills and the ability to build strong working relationships
- Excellent negotiation and influencing skills
- High expectations in all forms of Business Models (sell-in, consignment, affiliation)
- High expectations in management of data, analytics, metrics, KPIs...
- High expectations in Planning and forecasts
- Advanced Key Account Management experience in the Region, preferably in Consumer IT/Electronics/Software
- Advanced knowledge of Retail/Etail, at ease in complex schemes and multi-layer distribution models. Previous experience with Market place management is a plus.
- Knowledge of Consumer Software industry is a plus, including software consignment models and ERP management
- Marketing experience is a plus
- Highly autonomous individual capable of reporting to oversea management.
