Regional Account Manager at Trend Micro Incorporated

POSITION OVERVIEW:

• The Regional Account Manager SADC & IOI (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 your sales target to contribute to the sales performance of your region. You will be the trusted advisor of Trend Micro as you articulate and promote the company’s value proposition and services to customers.

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

SECONDARY RESPONSIBILITIES: 

•  Exposure to both End Customer Environments and Channels
• Selling value to CIO, and complex multiple customer scenario showcasing technical and sales expertise
•  Proven Account Management experience in commercial sector
•  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 
•  Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all level
•  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

EXPERIENCE:

•  Minimum 6 years of relevant Sales Experience and preferably few years in Security Industry.
•  Account Management certification such as SPIN or TAS would be highly regarded.
•  Sales Based Certifications
•  Security Certification