Account Manager

Role Overview

Account Manager at Trend AI, Saudi Arabia. The Account Manager will focus on proactively building new clients and growing assigned territories by working closely with Technical, Channel Partner, and Marketing teams to formulate selling strategies and campaigns that build trusted relationships with customers and their senior representatives.

Company Overview

Trend AI is the global AI security leader and enterprise business unit of Trend Micro. The organization empowers enterprises with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.

Role Purpose

The Account Manager is accountable for achieving and exceeding sales targets to contribute to the sales performance of the assigned region. You will serve as the trusted advisor of Trend Micro, articulating and promoting the company's value proposition and services to customers while building and maintaining long-term client relationships.

Key Responsibilities

Business Development & Pipeline

• Identify and proactively target prospects and existing clients to drive adoption of Trend Micro technologies and services.
• Increase market share in the defined territory objectives of accounts and develop market strategies for each product and service.
• Attain revenue goals per quarter allocation in line with business unit goals.
• Connect with CIO/CISO to create and grow opportunities.

Relationship & Account Management

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

Collaboration & Strategy

• 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.
• Communicate relevant information to stakeholders to facilitate decision-making.
• Collaborate across various functions including Technical, Marketing, and Channel teams to ensure customer success at all levels.

Documentation & Forecasting

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

Qualifications & Experience

• Minimum 5 years of relevant sales experience, preferably with several years in the security industry.
• Proven account management experience in the commercial sector.
• Account Management certification such as SPIN or TAS highly regarded.
• Sales-based certifications.
• Security certification.
• Exposure to both end customer environments and channels.
• Demonstrated ability selling value to CIO level in complex, multiple customer scenarios showcasing technical and sales expertise.
• Knowledge of competition, new cybersecurity technologies, and upcoming trends including Cloud, Digital Transformation, IIoT, and industry developments.
• Knowledge of country regulations that affect target markets.
• Growth-oriented mindset and experience working in collaborative environments.
• Ability to network and build strong relationships with senior executives.
• Excel in presenting business value propositions and solutions/benefits of complex technology in easy-to-understand business language.

Skills & Competencies

• Knowledge of security frameworks including Zero Trust, SASE, UEBA, and XDR.
• Knowledge of security platforms including SIEM and SOAR.
• Salesforce proficiency.

Additional Information

• Employment type: Onsite.
• Trend AI is committed to building an environment of equity and inclusion that reflects diverse points of view, welcoming, valuing, promoting, and celebrating diversity including race, ethnicity, nationality, gender, gender identification, sexual orientation, level of ability, age, religion, veteran status, socio-economic status, and political philosophy.