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Strategic Partner Manager

3 weeks ago

Brisbane, Queensland, 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.

As a Strategic Partner Manager, you have the exciting opportunity to collaborate with our Partner community and provide holistic and outstanding experience to customers. You will be the face of Trend Micro to our most critical partnerships and be motivated by delivering experiences that demonstrate a clear proof of value for partnering with Trend Micro. You will not only be able to execute a plan, but be able to listen to our partners, and help develop strategic outcomes through growth in our partners business, education and branding. You are rewarded from the satisfaction that you repeatedly are able to manage various relationships across the eco system across your partners

In this role you will

  • Establish senior management relationships within the strategic partner base.
  • Develop mutual business plans that focus on increasing revenues for Trend and the partners. Work collaboratively with Channel Account Managers and Regional Account Managers to build existing partner relationships
  • Regular presentations to key stake holders, including senior management, sales managers and account managers.
  • Build and execute key Trend Micro channel initiatives/incentives.
  • Drive key Trend Micro and partner activities to achieve profitable sales growth.
  • Extensive understanding of the partners 'Business Models'.
  • Drive key sales opportunities and establish sales management/account management relationships
  • Ensure the building of, and maintaining a constant/future partner revenue pipeline.

Recruit​

  • Recruitment of partners to the Trend Partner program.
  • Identify and target partner organisations as new prospects.
  • Prospect directly to target partner accounts.
  • Identify areas of opportunities to secure additional partners to become a part of Trend Micro's Affinity partner program in the specified region.

Engage

  • Engaging with partners at all levels to increase the awareness of Trend Micro's value proposition – including partner principles, sales, marketing, procurement and support teams.
  • Pro-actively engage and drive opportunities with respective Trend Micro Affinity partners.
  • Present Trend Micro partner programs, incentives and reward programs to all partners.
  • Develop, present and execute Trend Micro partner programs.
  • Enable partners through the facilitation of training on products and solutions.
  • Coordinate partner sales and technical teams and Trend Micro.
  • Exhibit exemplary communication skills, engaging effectively with stakeholders at all levels both within the organisation and externally.
  • Demonstrates the capacity to convey complex information with clarity and professionalism, fostering collaboration and alignment across diverse audiences

Enable

  • Facilitates technical and sales training and certification for partners. Work closely with distribution stakeholders ensuring maximum leverage of their resources toward Trend Micro's overall objective.
  • Responsible for professionally representing Trend Micro and the Trend Micro partner program and selling its products and services in an assigned territory.
  • Implement channel partner sales strategy, meet sales targets and ensure customer satisfaction in a manner consistent with company policy and goals.
  • Contribute on a practical and conceptual basis to the development of Trend Micro's partner sales strategy.
  • Where appropriate share sales account strategies with partner and partner representative for mutual benefit.
  • 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.
  • Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting, account plans and customer relationship tools.
  • 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.
  • Liaise with pre-sales engineers on customer presentations and demonstrations.

Skills and experience

  • Prior experience of enterprise sales/ channel experience
  • Able to demonstrate consultative sales skills
  • Knowledge of the IT industry with clear understanding of SaaS
  • Enthusiastic and personable
  • Able to demonstrate your ability to have developed critical relationships and be trusted
  • Can easily demonstrate your ability of self discipline and time management
  • Able to show how you have successfully managed a detailed strategy across the enterprise end user/channel

​Please note: successful candidates will be required to undergo a background check and national police check.

Benefits of being a Trender

We take employee wellbeing seriously. At Trend, you will have access to Medical Insurance, Mental Health Support through access to EAP, Yoga and Meditation sessions, Gym reimbursements, Paid Parental Leave etc.

At Trend Micro, we embrace diversity, equity and inclusion. We believe that our people are our greatest asset and we understand the importance of bringing diverse perspectives, approaches and experiences to our team. We are committed to building and supporting an inclusive workforce that truly reflects our global business and encourages people from all backgrounds to apply.

We're proud to be recognised as a Great Place to Work, a testament to our commitment to fostering a positive, inclusive, and empowering workplace culture.

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