Account Manager

Role Overview

Account Manager at Trend AI, located in Saudi Arabia. Trend AI is the global AI security leader and enterprise business unit of Trend Micro.

Company Overview

Trend AI empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk. The organization is committed to building an environment of equity and inclusion that reflects diverse points of view.

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 the trusted advisor of Trend Micro, articulate and promote the company's value proposition and services, and achieve sales targets to contribute to regional sales performance.

Key Responsibilities

Business Development & Territory Growth

• 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.
• Demonstrate knowledge of assigned territory and connect with CIO/CISO stakeholders to create and grow opportunities.

Stakeholder & Partner Management

• Work with relevant stakeholders including Pre-Sales, Marketing, and Sales Head to present the right value proposition to Channel CEO and associated sales and technical teams.
• Develop relationships with the ecosystem of alliances and technology partners including AWS, Microsoft, VMware, and Google.
• Lead and support client meetings and calls.
• Build and maintain client contacts and relationships by understanding client business and requirements.

Revenue & Forecasting

• Attain revenue goals per quarter allocation in line with Business Unit goals.
• Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning.

Customer Engagement & Success

• 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 for Customer Value Proposition.
• Communicate relevant information to stakeholders to facilitate decision-making.

Qualifications & Experience

• Minimum 5 years of relevant sales experience, preferably with several years in the security industry.
• Proven account management experience in commercial sector.
• Exposure to both end customer environments and channels.
• Experience selling value to CIO and managing complex multiple customer scenarios showcasing technical and sales expertise.
• Knowledge of competition, new cybersecurity technologies, upcoming trends including Cloud, Digital Transformation, and IIoT, and country regulations affecting target markets.
• Account Management certification such as SPIN or TAS is highly regarded.
• Sales-based certifications.
• Security certifications.

Skills & Competencies

• Growth-oriented mindset and experience working in collaborative environments.
• Ability to network and build strong relationships with senior executives.
• Excel in presenting business value proposition and solutions/benefits of complex technology in easy-to-understand business language.
• Collaborative across various functions including Technical, Marketing, and Channel to ensure customer success at all levels.
• Knowledge of security frameworks such as Zero Trust, SASE, UEBA, and XDR; familiarity with security platforms like SIEM and SOAR is considered an advantage.

Additional Information

• Position type: 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.