What are the responsibilities and job description for the CDW Channel Development Manager position at Bitdefender?
Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over millions of consumer, 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 threat prevention, detection and response, behavioral analytics, and artificial intelligence. Its technology is licensed by over 200 of the world’s most recognized technology brands. Founded in 2001, Bitdefender has customers in 170 countries with offices worldwide.
About the Role:
The Channel Development Manager plays a critical role in driving net‑new sales growth for Bitdefender within the CDW ecosystem. This role focuses heavily on daily account mapping to uncover new opportunities and expand Bitdefender’s footprint across CDW’s regions and territories.
You will build strong, productive relationships with CDW sellers and Bitdefender internal teams to accelerate pipeline creation and align to both organizations’ GTM strategies. Partnering closely with our NAM, you will support strategic initiatives, enable CDW sellers, and ensure Bitdefender is positioned for success within key accounts.
Success in this role requires a deep understanding of the CDW environment, a proactive and creative approach to opportunity development, and a collaborative mindset that strengthens our presence across the CDW organization.
Key Responsibilities:
*Please know Bitdefender will only employ candidates who are fully authorized to work in the United States without restriction, now or in the future. Bitdefender will not transfer a work VISA or sponsor candidates.
*Emphasis on net new opportunities and pipeline development
*Driving Bitdefender focus on products and technologies to increase revenue and partner initiated deals
*Combine active listening and targeted questions to build interest with new prospects and qualify new opportunities
*Facilitate Account Mapping sessions with CDW sellers
*Initiate introduction between CDW sellers and Bitdefender internal sales teams
*Focus on Small and Territory w/ alignment to Corporate, Financial Services, EDU and Healthcare sales teams
*Log all activity to maintain accuracy of Salesforce.com
*Willingness to travel, as required for events
*Align with Bitdefender resources to support partner renewals in a rolling 90 day period
*Respond to CDW inquiries in a timely manner
Required Qualifications:
*Experience with CDW sales and ecosystem
*Minimum 2 years of experience in channel sales or account management
*In office at CDW Adams 2-3 days a week
*Proven track record of hitting sales quotas and relationship building at the partner level
*Possesses a strong ability to build relationships, collaborate and partner with CDW and to obtain confidence and trust
*Strong interpersonal skills and ability to professionally follow up, move forward/advance, and help foster opportunities through sales cycle.