وصف الوظيفة
Role Overview
Strategic Account Manager with Trend AI, the global AI security leader and enterprise business unit of Trend Micro, based in UAE. The role focuses on proactively selling TrendAI products and services into Major Enterprise Accounts and driving quota achievement through direct customer engagement and partnerships with resellers and Global System Integrators.
Company Overview
TrendAI empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk. TrendAI is the global AI security leader and enterprise business unit of Trend Micro.
Role Purpose
To serve as the strategic account lead for assigned enterprise accounts, act as a trusted adviser to clients on IT and cybersecurity goals, and drive revenue growth by identifying customer needs, leveraging internal cross-functional resources, and partnering with external resellers and system integrators.
Key Responsibilities
Account Leadership
- Act as the account lead for assigned accounts based on the Client Value Proposition.
- Recognize yourself as the go-to person internally on your client portfolio.
- Maintain sound knowledge of the industry, trends, and the competitive posture of TrendAI and other industry leaders regarding software product offerings and support services.
Client Engagement & Advisory
- Work closely with clients to identify needs, planned initiatives, and business directions.
- Act as trusted adviser and advocate on best practices and solutions to address clients' IT and cybersecurity goals and objectives.
- Provide backup and support to client teams where required.
- Effectively engage at the C level.
Sales & Opportunity Management
- Proactively engage and drive opportunities with respective enterprise customers.
- Drive to meet and exceed quota by engaging customers directly.
- Develop and manage a reliable forecast and ensure disciplined use of TrendAI sales forecasting, account plans, and customer relationship tools.
- Execute large account management and selling strategies with quantifiable success.
Cross-Functional Collaboration
- Partner internally with cross-functional teams such as Technical, Regional Account Managers, and Marketing to understand customer goals and key performance metrics.
- Leverage and partner with resellers and Global System Integrators.
Administration & Compliance
- Document and regularly maintain all relevant information in Salesforce.
Events & Marketing
- Participate in industry conferences, trade shows, and seminars as required.
- Participate in the planning and execution of programs designed to promote TrendAI's activities.
Qualifications & Experience
- 5+ years' experience in Account Management in Information Technology or Security solutions companies.
- Experience in Oil & Gas, Government, BFSI, or Commercial market sectors.
- Pattern of quantifiable success in large account management and selling strategies.
- Bachelor's Degree in Engineering, IT, or Management with equivalent work experience preferred.
Skills & Competencies
- Ability to effectively engage at the C level.
- Working knowledge and experience in selling key cybersecurity, networking, and IT products and solutions.
- Knowledge of top competitive solutions in the market.
- Strong knowledge of Virtualization and cloud-based solutions preferred.
Additional Information
TrendAI strives to build an environment of equity and inclusion that reflects diverse points of view. The company welcomes, values, promotes, and celebrates diversity including but not limited to race, ethnicity, nationality, gender, gender identification, sexual orientation, level of ability, age, religion, veteran status, socio-economic status, and political philosophy.