Account Manager (Channel & DIrect sales)

Account Manager (SMB - Channel & Direct Sales) Malaysia

Bitdefender is seeking a high-energy Account Manager to drive growth in the SMB segment across Malaysia. This role focuses on scaling revenue through a mix of direct sales to SMB customers and channel sales strategies. This role requires a balance of hunting and farming—driving new business while expanding existing accounts and enabling partners to scale revenue.

You’ll play a key role in building a strong local presence, identifying growth opportunities, and executing go-to-market strategies across both direct and indirect sales channels.

Key Responsibilities

Direct Sales (50%)

• Identify, prospect, and close new business opportunities
• Manage the full sales cycle from lead generation to closing
• Build and maintain strong relationships with key client stakeholders
• Understand customer needs and position solutions effectively
• Drive account growth through upselling and cross-selling

Channel Sales (50%)

• Recruit, onboard, and manage channel partners (resellers, distributors, strategic partners)
• Enable partners with product knowledge, sales tools, and training
• Develop joint business plans and revenue targets with partners
• Monitor partner performance and pipeline health
• Support partners in closing key deals and strategic opportunities

Requirements

• ~3 years of experience in sales / account management / business development
• Experience in both direct and channel sales is strongly preferred
• Proven track record of achieving or exceeding sales targets
• Strong relationship management and stakeholder engagement skills
• Ability to work independently and manage multiple pipelines
• Excellent communication and negotiation skills

Nice to Have

• Experience in SaaS / tech / B2B solutions
• Familiarity with CRM tools like Salesforce or HubSpot
• Experience working with Malaysian partners or regional markets (SEA)
• Ability to speak Bahasa Malaysia and English fluently

KPIs / Success Metrics

• Revenue target achievement (direct + channel)
• Number of new accounts closed
• Channel partner activation and revenue contribution
• Pipeline value and conversion rates
• Account retention and expansion