Regional Account Manager

1 month ago

Melbourne, 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.

Position Overview

The Regional Account Manager (RAM) is responsible for driving the growth of Trend Micro Technologies and Services in the Enterprise market. The RAM will drive growth from new prospects and an established successful client base. The RAM will also be responsible for working alongside Trend Micro’s strategic partner community to participate in joint sales based initiatives and assist in the sales enablement function to ensure partners are aligned with the defined sales strategy.

Primary Responsibilities
- Increase Trend Micro’s Enterprise market share in the defined territory.
- Responsible for professionally representing Trend Micro and proactively selling its broad range of enterprise security solutions and services through our well-established partner community.
- Behave in a manner that aligns with Trend Micro’s business goals, objectives and code of conduct.
- Understand and operate in accordance with company policies and procedures.
- To identify and pro-actively target enterprise prospects and existing clients to drive the adoption of new technologies and services increasing market share in the defined territory.
- Develop and implement a sales strategy that will exceed sales targets and ensure a high level of customer acquisition, growth, satisfaction and retention.
- Develop Strategic Account Plans for top 10 prospects/accounts.
- Develop and deliver sales 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 establishing a relevant business solution.
- Lead commercial negotiations and overcome objections with prospects, customers and partners.
- Work closely with pre-sales engineers on delivering customer presentations and demonstrations to ensure alignment with sales strategy and customer requirements.
- Co-ordinate marketing, sales and technical support to ensure a high level of awareness and customer satisfaction in the defined territory.
- Ensure disciplined use of Trend Micro sales tools to facilitate opportunity management, accurate forecasting, account planning and ensure customer relationship information remains up to date.
- Maintain a sound knowledge of the industry, trends and the competitive posture of Trend Micro and other industry leaders regarding security offerings and support services.
- Work closely with the Sales and Marketing teams to ensure events and campaigns are aligned with sales strategy and local market demands.
- Attend internal training and development as required.
- Work Closely with Trend Micro’s partner manager to facilitate growth and trust within the partner community.
- Align with Partner Manager to participate in strategic account planning and prospecting activities within the partner and alliance community to deliver mutual benefit.

Skills
- Demonstrate ability to communicate effectively and influence a broad range of stakeholders, internal and external.
- Ability to work autonomously and integrate as part of a remote team.
- Ability to penetrate into prospect accounts across Government and Enterprise in the Wellington market.

Experience
- Minimum 5+ years experience in an Enterprise Sales role selling Cyber Security
- Ability to engage at the C level in a business benefits discussion.
- Previous experience selling Enterprise Security Solutions.
- Previous referenceable exposure to selling within Enterprise clients greater than 1000 seats/users, Government and Commercial.
- Recent proven ability to achieve sales quotas in the target market, with a strong desire to succeed.

Qualifications
- A University degree would be highly regarded.
- Account Management certification such as SPIN or TAS would be highly regarded.
- Sales Based Certifications.
- Security Certifications.

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

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