Regional Account Manager

When you join Trend, you become part of a unique and diverse global family and you get to work towards a world safe for exchanging digital information.

Position Overview

As a Regional Account Manager, you are responsible for professionally representing Trend Micro and proactively selling its broad range of enterprise security solutions and services through our well-established partner community. You are the primary point of contact for existing and prospective customers as you work closely with our Technical, Channel Partner and Marketing team to formulate world-class selling strategies and campaigns. You are responsible for increasing Trend Micro’s market share in the assigned territory.

You are accountable for achieving and overachieving your sales target to contribute to the growth engine of your region. You will have a deep understanding of our product portfolio and how it compliments solving customers key challenges and improvise their current security posture. You will be the trusted advisor of Trend Micro as you articulate and promote the company’s value proposition and services to customers and ensure the challenges of the customer are resolved in a strategic and tactical nature.

With us, you will embark on a rewarding journey with the Commission plan, Spiff program and prestigious President Club.

PRIMIRY RESPONSIBILITY

• Responsible for managing and monitoring health score of customers. Increasing ARR and reducing churn rate of customer by leveraging customer success team are key responsibilities
• Well versed (or ready to learn) with Customer Sales Cycle and different state of engagement by using and leveraging SDR, Marketing and social media.
• Key account management by leveraging customer success tools and customer success team is integral part of this role. RAM must pay attention to LTV (lifetime value) of customer and manage accordingly
• RAM must be willing to learn advance Cloud Architecture and relevant security dynamics and eventually work with technical team to evolve as trusted advisor in their cloud security journey. Demonstrating proof of value (POV) of product and service offering to customer during entire sales cycle is key success matrix for RAM
• Leverage Digital sales and Customer engagement tools and be well versed with SAAS product selling
• Apply account management skills to manage and identify cross-selling and up-selling opportunities in the assigned accounts
• Develop market strategies and goals for each product and service; Drive solution-selling, together with the technical team and partner network
• Consult customers on cyber security initiatives and drive constant engagement from demos till post implementation support issues
• Aggressively drive partners to maximize sales and total partnership potential through best sales practices, training and support
• All Sales Operations objectives like development of funnels for existing and future quarters, forecast and track key account metrics by providing timely and accurate revenue forecast, compliance to all weekly reporting norms
• Knowledge of Competition, new cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IIoT etc), up to date knowledge on industry trends, country regulations that affect target markets
• Developing healthy relationship with our ecosystem of alliances or technology partner (AWS/ Microsoft/ VMware/ Google/ HP etc)
• Understanding for security frameworks like Zero Trust, SASE, UEBA, XDR and Security Platforms like SIEM and SOAR can be an added advantage
• Lead commercial negotiations, deliver impressive sales and business presentation that helps to acquire customer mindshare

Experience

• Previous experience or exposure of selling Enterprise Security Solutions would be preferred
• Strong knowledge of Virtualization and cloud-based solutions preferred
• 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 levels
• Track Record of sales excellence and sales quota over achievement
• Proven record of excellent communication skills (written and verbal), ability to listen carefully and create a consultative environment
• Ability to understand the technology and translate it into business needs
• Ability to network, create and build strong relationships senior executive relationships
• Excel in presenting business value proposition, solutions, and able to explain the benefits of complex technology in easy-to-understand business language
• High on ethics and integrity
• Working knowledge of salesforce.com, Sales Based and Security Certifications are desirable

We embrace change, empower people, and encourage innovation. Join Trend Micro and Thrive with us.