Regional Account Manager

PRIMARY RESPONSIBILITIES

• Identify and pro-actively target prospects and existing clients to drive the adoption of Trend Micro technologies and services
• Increasing market share in the defined territoryobjectives of accounts and develop market strategies for each product and service
• Knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities
• Work with relevant stakeholders (Pre-Sales, Marketing and Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams
• Attain revenues goals per quarter allocation in line with BU goals
• Develop relationships with our ecosystem of alliances or technology partners (AWS/ Microsoft/ Vmware/ Google)
• Knowledge of security frameworks like Zero Trust, SASE, UEBA, XDR and Security Platforms like SIEM and SOAR can be added advantage
• Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning
• Communicate relevant information to stakeholders to facilitate decision making
• Build and maintain client contacts and relationships by understanding client's business and requirements
• Consult customers on cyber security initiatives and drive constant engagement from demos till post implementation support
• Lead and support any client meetings/calls
• Hold and participate in the account review meetings to discuss claims customer experience, service performance and client feedback as well as possible future opportunities for CVP

EXPERIENCE

• Minimum 5 years of relevant Sales Experience and preferably few years in Security Industry.
• Account Management certification such as SPIN or TAS would be highly regarded.
• Exposure to both End Customer Environments and Channels
• Selling value to CIO, and complex multiple customer scenario showcasing technical and sales expertise
• Proven Account Management experience in Government accounts.
• Knowledge of competition, new cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IIoT, industry etc), country regulations that affect target markets
• Must have growth-oriented mindset and experience of working in the collaborative environment
• Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all level
• Ability to network, create and build strong relationships senior executive relationships
• Excel in presenting business value proposition, solutions/benefits of complex technology in easy-to-understand business language