Major Account Manager

3 weeks ago

North Sydney, 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. Fuelled by decades of security expertise, global threat research, and continuous innovation, Trend Micro's cybersecurity platform protects hundreds of thousands of organisations 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 defence techniques optimised 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 organisations to simplify and secure their connected world.

By joining our team of passionate industry experts, you have the opportunity to become a trailblazer and shape the cybersecurity landscape.

**Position Overview**:
The Major Account Manager (MAM) responsibility and focus will be to proactively sell Trend Micro products and services in to Government accounts; this may also include some Major Enterprise 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**:

- Sale of Trend Micro's range of products and services to enterprise customers
- Respond to government (and where appropriate) Enterprise tenders
- Work closely with pre sales and system engineering teams
- Identify and target selected organisations of existing and new prospects
- Prospect directly to target government and enterprise customer accounts and pro-actively engage and drive opportunities with respective enterprise customers
- Identify areas of opportunities to secure additional sales to augment Trend Micro’s market share in the Northern region of Australia
- Co-ordinate implementation procedures to ensure customer satisfaction with products and services utilisation
- Implement sales strategy, meet sales targets and ensure customer satisfaction
- Handle negotiations and overcome objections with customers and partners
- Identify and develop business opportunities directly and with partner representatives
- Deliver impactful presentations, effectively representing Trend Micro’s business and value proposition, and differentiation in the market
- Prepare professional proposals having thoroughly understood the customer requirements and established the relevant business solution
- 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
- Co-ordinate marketing, sales and technical support to ensure a high level of customer satisfaction

**Desired Skills and experience**:

- At least 5 years proven experience in government and enterprise account management
- Existing prospect base of Enterprise and government accounts and successful history of selling into those accounts
- Pattern of quantifiable success in large account management and selling strategies
- Ability to engage at the C level in a business benefits discussion
- Previous experience or exposure selling Enterprise Security Solutions would be preferred
- Previous experience working for a software vendor would be preferred
- Previous experience in selling IT security/ Infrastructure/ Software would be an advantage
- Previous referenceable exposure to selling within Enterprise clients greater than 1000 seats/users, Government and Commercial
- Strong knowledge of Virtualisation and cloud based solutions preferred
- Recent proven ability to achieve sales quotas in target market, with a strong desire to succeed
- Strong written and verbal communication skills including demonstrable presentation skills, negotiation skills and strong closing ability

**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 workforce ( Close the Gap program ), and more.

We take employee wellbeing seriously. At Trend, you will have access to Medical Insurance, Mental Health Support through access to EA

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