Major Account Manager

POSITION OVERVIEW

The Major Account Manager (MAM) Defence & MHA and will focus on proactively selling Trend Micro products and services into above accounts. The Major Account Manager will drive to meet and exceed quota by engaging customers directly, leveraging and partnering with resellers and Global System Integrators.

PRIMARY RESPONSIBILITIES

• Act as the account lead for assigned accounts based on the Client Value Proposition
• Work closely with clients to identify needs, planned initiatives, business directions, and act as trusted adviser and advocate on best practices and solutions to address the clients IT and Cybersecurity goals and objectives
• Provide back up and support to client teams where required
• Recognized as the go-to person internally on the own client portfolio
• Partner internally with cross-functional teams such as Technical, Regional Account Managers, Marketing to understand customer goals and key performance metrics
• Pro-actively engage and drive opportunities with respective enterprise customers
• Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting, account plans and customer relationship tools
• Maintain sound knowledge of the industry, trends and the competitive posture of Trend Micro and other industry leaders regarding software product offerings and support services

SECONDARY RESPONSIBILITIES

• Participate in industry conferences, trade shows and seminars, as required
• Participate in the planning and execution of programs designed to promote Trend Micro's activities
• Document and regularly maintain all relevant information in MS D365

EXPERIENCE

• 10-12 years experience in Account Management in Information Technology / Security solutions companies.
• Experience of selling solutions to Defence, MHA and Government sectors.
• Ability to effectively engage at the C level customers.
• Working knowledge and experience in selling key cybersecurity, networking and IT products and solutions, as well as knowledge of top competitive solutions in the market
• Strong knowledge of On-premise and Airgap solutions preferred
• Pattern of quantifiable success in large account management and selling strategies
• Bachelor's degree in engineering, IT or Management with equivalent work experience preferred