Account Manager

Role Overview

Account Manager at Trend AI, a global AI security leader and enterprise business unit of Trend Micro, based in UAE/Abu Dhabi.

Company Overview

Trend AI empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk. Trend Micro is committed to building an environment of equity and inclusion that reflects diverse points of view and celebrates diversity across race, ethnicity, nationality, gender, gender identification, sexual orientation, level of ability, age, religion, veteran status, socio-economic status, and political philosophy.

Role Purpose

The Account Manager will proactively build new clients and grow assigned territories by working closely with Technical, Channel Partner, and Marketing teams to formulate selling strategies and campaigns. You will build trusted relationships with customers and their senior representatives, serve as a trusted advisor articulating Trend Micro's value proposition and services, and drive regional sales performance to achieve and exceed sales targets.

Key Responsibilities

New Business Development

• Identify and proactively target prospects and existing clients to drive adoption of Trend Micro technologies and services.
• Increase market share in defined territory and develop market strategies for each product and service.
• Connect with CIO/CISO contacts to create and grow opportunities.

Account Management

• Build and maintain client contacts and relationships by understanding client business and requirements.
• Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning.
• Hold and participate in account review meetings to discuss customer experience, service performance, client feedback, and future opportunities.
• Lead and support client meetings and calls.
• Consult customers on cybersecurity initiatives and drive constant engagement from demos through post-implementation support.

Sales Performance

• Attain revenue goals per quarter allocation in line with business unit goals.
• Excel in presenting business value proposition and solutions/benefits of complex technology in easy-to-understand business language.
• Sell value to CIO in complex multi-customer scenarios showcasing technical and sales expertise.

Collaboration & Strategy

• Work with relevant stakeholders including Pre-Sales, Marketing, and Sales Head to take the right value proposition to Channel CEO and associated sales and technical teams.
• Develop relationships with ecosystem of alliances and technology partners including AWS, Microsoft, VMware, and Google.
• Collaborate across Technical, Marketing, and Channel functions to ensure customer success at all levels.
• Communicate relevant information to stakeholders to facilitate decision-making.

Market Knowledge

• Maintain knowledge of assigned territory and market conditions.
• Stay current on competition, new cybersecurity technologies, and upcoming trends including Cloud, Digital Transformation, IIoT, and industry-specific developments.
• Understand country regulations affecting target markets.
• Leverage knowledge of security frameworks including Zero Trust, SASE, UEBA, and XDR, and security platforms including SIEM and SOAR.

Qualifications & Experience

• Minimum 6 years of relevant sales experience.
• Preferably several years in the security industry.
• Account Management certification such as SPIN or TAS is highly regarded.
• Sales-based certifications.
• Security certification.

Skills & Competencies

• Proven Account Management experience in commercial sector.
• Growth-oriented mindset.
• Ability to network and build strong relationships with senior executives.
• Experience working in collaborative environments.
• Knowledge of End Customer Environments and Channel environments.

Additional Information

• Position is onsite.