Regional Account Manager

2 months ago

Canberra, Australia Trend Micro Full time

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.

ABOUT TREND MICRO

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fueled by decades of security expertise, global threat research, and continuous innovation, Trend Micro's cybersecurity platform protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints. As a leader in cloud and enterprise cybersecurity, the platform delivers a powerful range of advanced threat defense techniques optimized for environments like AWS, Microsoft, and Google, and central visibility for better, faster detection and response. With 7,000 employees across 65 countries, Trend Micro enables organizations to simplify and secure their connected world. For additional information, visit

POSITION OVERVIEW

The Regional Account Manager (RAM) will focus on proactively building new clients and grow assigned territories by working closely with our Technical, Channel Partner and Marketing team to formulate selling strategies and campaigns - to build trusted relationships with customers and their senior representatives. The Regional Account Manager is accountable for achieving and overachieving sales target to contribute to the sales performance of the assigned region. The Regional Account Manager will be the trusted advisor of Trend Micro as you articulate and promote the company’s value proposition and services to customers. This role will be responsible for driving growth of Trend Micro technologies and services in the ACT market.

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 territory objectives 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

SKILLS AND EXPERIENCE
- Selling value to CIO, and complex multiple customer scenario showcasing technical and sales expertise
- Collaborate across various functions such as Technical, Marketing, Channel, to ensure customer success at all level s
- 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
- 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
- Minimum 6 years of relevant IT Sales Experience in ACT and preferably few years in Security Industry.
- Account Management certification such as SPIN, MEDDIC or TAS would be highly regarded.
- Sales Based Certifications
- Security Certification

Benefits of being a Trender
- At Trend Micro, our people and culture are our power. There are no barriers - you are empowered to discover your passion and be the best part of yourself.
- We encourage you to challenge the status quo, break assumptions, and learn and grow every step of your career, fulfilling your potential.
- Helping customers succeed is our top priority. We believe in doing the right thing, solving the right problems, and maintaining business sustainability. And our efforts to make a difference go beyond the digital world.
- Trenders have the opportunity to be good global citizens by building houses in the Philippines, donating money to help underprivileged communities, educating kids and parents on online safety, advancing a diverse wo

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