BDM - Enterprise Infrastructure & Ecosystems Bulgaria

Purpose of the role

• Develop and consolidate ALEF’s business presence in Bulgaria by building, activating, and managing a strong local partner ecosystem.
• Identify, develop, and convert business opportunities across enterprise infrastructure, data center, storage, data protection, cloud, and complementary solutions from the ALEF portfolio.
• Position ALEF as a value-added distributor and trusted business partner for local integrators, service providers, technology resellers and strategic vendors.
• Support revenue growth, pipeline creation and market share development through structured business development initiatives, partner engagement and vendor collaboration.

Main responsibilities

Market and partner ecosystem development:

• Identify, recruit, and develop relationships with relevant Bulgarian IT integrators, VARs, MSPs, telecom operators, cloud providers and service providers.
• Build senior-level relationships with owners, general managers, sales leaders, technical leaders, and business decision makers within partner organizations.
• Create and execute partner development plans for strategic accounts, including enablement actions, joint pipeline creation and business growth initiatives.
• Represent ALEF in local business meetings, partner events, technical workshops and vendor-driven initiatives.

Business opportunity generation:

• Identify and qualify new opportunities related to enterprise infrastructure, modernization of data centers, hybrid cloud, data protection and business continuity.
• Develop a sustainable pipeline of opportunities together with partners, vendors and internal ALEF teams.
• Support partners throughout the sales cycle, from opportunity discovery and positioning to commercial negotiation and project closure.
• Drive complex and high-value opportunities requiring coordination between partners, vendors, presales, services, and commercial teams.

Vendor and portfolio development:

• Manage operational and commercial relationships with assigned vendors, ensuring alignment with distribution objectives and growth priorities.
• Coordinate market development initiatives, campaigns, enablement activities and demand generation programs together with vendors.
• Negotiate special commercial conditions for strategic projects when required.
• Promote the broader ALEF portfolio and identify cross-sell opportunities across multiple technology areas.

Commercial advisory and solution positioning

• Act as a trusted business advisor for strategic partners by understanding their business model, market focus and customer base.
• Translate partner and customer needs into relevant solution positioning based on the ALEF portfolio.
• Work with presales and technical teams to define commercially and technically viable solutions.
• Support partner enablement through product updates, market insights, training coordination and solution-oriented discussions.

Market analysis and planning

• Monitor local market trends, competitive activity, technology adoption patterns and emerging business opportunities.
• Identify target segments and priority partner profiles for ALEF’s growth in Bulgaria.
• Provide management with structured feedback regarding opportunity potential, market risks, competitive landscape, and portfolio development needs.
• Contribute to annual business planning, sales forecasting, and go-to-market prioritization.

Marketing and community development

• Contribute to the local marketing plan for Bulgaria in collaboration with ALEF marketing, vendors and partners.
• Support events, workshops, webinars, executive meetings, and partner enablement initiatives.
• Ensure consistent communication of ALEF’s value proposition as a value-added distributor with commercial, presales, technical and services capabilities.
• Help build an active partner community around enterprise infrastructure and data center solutions.

Reporting and performance management

• Maintain accurate pipeline, partner activity and opportunity information in company systems.
• Prepare regular reports on pipeline evolution, partner development, vendor activity, market feedback and business results.
• Track progress against agreed KPIs and propose corrective actions when needed.
• Provide timely updates to management regarding strategic opportunities, risks, and local market developments.

Requirements

• Deep understanding of the Bulgarian IT market and of the main actors in the local enterprise technology ecosystem.
• Good knowledge of the business models used by Bulgarian integrators, value-added resellers, managed service providers, telecom operators and cloud/service providers.
• Understanding of enterprise, public sector, finance, telecom, and service provider buying dynamics in Bulgaria.
• Existing active network of senior contacts within relevant Bulgarian IT partners, integrators, service providers and technology resellers, is an advantage.
• Strong personal credibility and professional reputation within the local Bulgarian IT ecosystem.
• Experience in generating opportunities through networking, executive engagement and structured partner development.
• Capability to identify cross-sell potential across the ALEF portfolio and connect different technology areas into relevant business conversations.
• Previous experience with enterprise infrastructure, data center, storage, backup, hybrid cloud, networking, cybersecurity, or data protection solutions is strongly preferred.
• Experience working with international technology vendors, value-added distributors or regional IT ecosystem players is considered an advantage.
• Minimum 5 years of active experience in the Bulgarian IT market and an existing network of management-level relationships with relevant local IT partners are considered essential for this role.
• University degree in business, technology, engineering, or a related field is preferred.
• Strategic business development mindset
• Bulgarian: native or equivalent professional level & English: advanced business level.

Why Join Us?

• Competitive salary and benefits package.
• Opportunities for professional development and career advancement.
• A supportive and inclusive work environment.
• Team-oriented culture with regular team-building events and activities.

We can't wait to meet you!

Please send us your resume at ro-hraccount@alef.com and if your CV meets the requirements, we will contact you as soon as possible. 

Thank you!