Account Manager

Role Overview

Account Manager at Trend AI, a global AI security leader and enterprise business unit of Trend Micro, based in UAE/Dubai. You will proactively build new clients and grow assigned territories while working closely with Technical, Channel Partner, and Marketing teams to formulate selling strategies, build trusted relationships with customers and their senior representatives, and achieve sales targets.

Company Overview

Trend AI empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk. The company values collaboration, pushing boundaries, protecting what matters, and shaping a safer, more trustworthy AI-powered future.

Role Purpose

The Account Manager is accountable for identifying and targeting prospects, increasing market share in defined territories, developing market strategies for each product and service, achieving quarterly revenue goals, and serving as a trusted advisor who articulates and promotes Trend Micro's value proposition and services to customers.

Key Responsibilities

Sales and 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 objectives and develop market strategies for each product and service.
• Connect with CIO/CISO to create and grow opportunities within assigned territory.
• Attain revenue goals per quarter allocation in line with Business Unit goals.
• Lead and support client meetings and calls.

Account Management and Relationship Building

• Build and maintain client contacts and relationships by understanding client business and requirements.
• Develop relationships with ecosystem partners including AWS, Microsoft, VMware, and Google.
• Consult customers on cybersecurity initiatives and drive constant engagement from demos through post-implementation support.
• Ability to network and create strong senior executive relationships.
• Hold and participate in account review meetings to discuss customer experience, service performance, client feedback, and future opportunities.

Cross-Functional Collaboration

• Work with relevant stakeholders (Pre-Sales, Marketing, Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams.
• Collaborate across various functions such as Technical, Marketing, and Channel to ensure customer success at all levels.
• Communicate relevant information to stakeholders to facilitate decision-making.

Systems and Documentation

• Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning.

Client Engagement

• Excel in presenting business value proposition and solutions/benefits of complex technology in easy-to-understand business language.
• Sell value to CIO in complex multiple customer scenarios showcasing technical and sales expertise.

Qualifications & Experience

• Minimum 6 years of relevant Sales experience, preferably with several years in the Security industry.
• Account Management certification such as SPIN or TAS highly regarded.
• Sales-based certifications.
• Security certification.
• Proven Account Management experience in commercial sector.

Skills & Competencies

• Knowledge of assigned territory and cybersecurity landscape.
• Knowledge of security frameworks including Zero Trust, SASE, UEBA, and XDR.
• Knowledge of Security Platforms such as SIEM and SOAR.
• Knowledge of competition, new cybersecurity technologies, and upcoming trends including Cloud, Digital Transformation, IIoT, and industry developments.
• Understanding of country regulations affecting target markets.
• Growth-oriented mindset and experience working in collaborative environments.
• Ability to network and build strong relationships with senior executives.
• Expertise presenting complex technology in business language.

Additional Information

• Exposure to both End Customer Environments and Channels.
• Position is onsite.
• Trend AI strives to build an environment of equity and inclusion that reflects diverse points of view and welcomes, values, promotes, and celebrates diversity including race, ethnicity, nationality, gender, gender identification, sexual orientation, level of ability, age, religion, veteran status, socio-economic status, and political philosophy.