Job description
Role Overview
Strategic Account Manager at Trend Micro, based in Saudi Arabia. The role focuses on proactively selling Trend Micro products and services into Major Enterprise Accounts, driving quota achievement through direct customer engagement and partnerships with resellers and Global System Integrators.
Company Overview
TrendAIβ’ is the global AI security leader and enterprise business unit of Trend Micro. The organization empowers enterprises with full AI visibility and consolidated security to inspire confidence, drive innovation, and eliminate risk.
Role Purpose
Act as the account lead for assigned enterprise clients, serving as the trusted internal and external go-to person for the client portfolio. Identify customer needs and business initiatives, leverage cross-functional partnerships, and drive opportunities to meet and exceed sales quota while positioning Trend Micro solutions as best-practice responses to IT and cybersecurity objectives.
Key Responsibilities
Account Leadership & Client Management
- Act as the account lead for assigned accounts based on the Client Value Proposition.
- Work closely with clients to identify needs, planned initiatives, and business directions.
- Serve 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.
- Engage effectively at the C-level within assigned accounts.
- Establish yourself as the recognized go-to person internally on your client portfolio.
Sales & Opportunity Development
- Proactively engage and drive opportunities with respective enterprise customers.
- Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting tools.
- Maintain sound knowledge of industry trends and competitive posture of Trend Micro and other industry leaders regarding software product offerings and support services.
- Demonstrate a pattern of quantifiable success in large account management and selling strategies.
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 to expand account opportunities.
Planning & Administration
- Develop and maintain account plans and customer relationship management using Trend Micro tools.
- Document and regularly maintain all relevant information in Salesforce.
- Participate in industry conferences, trade shows, and seminars as required.
- Participate in the planning and execution of programs designed to promote Trend Micro's activities.
Qualifications & Experience
- 5+ years' experience in Account Management in Information Technology or Security solutions companies.
- Experience in Oil & Gas, Government, BFSI, and Commercial market sectors.
- 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.
- Bachelor's Degree in Engineering, IT, or Management with equivalent work experience preferred.
Skills & Competencies
- Ability to effectively engage at the C-level.
- Strong account management and selling strategies.
- Knowledge of cybersecurity, networking, and IT products and solutions.
- Familiarity with Salesforce.
- Understanding of virtualization and cloud-based solutions preferred.
Additional Information
- Position is onsite.
- Trend Micro is committed to building 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.