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When you join Trend, you become part of a unique and diverse global family and you get to work towards a world safe for exchanging digital information.
Job Description:
Major Account Manager is responsible for building solid partnership with Selected
Enterprise Customers / Prospects (estimated 30 accounts) and for generating a
streamlined business and sustainable revenue from these accounts. .
The role requires to engage with Enterprise customers from different sectors at
different levels ( CXOs , Managers , Specialists) to establish a long term professional
trust-based relationship that enables Trend Micro to contribute to the successful
delivery of the customers business objectives. This role will have significant
contribution to the business to scale up on YoY growth while maintaining
sustainable business.
. Build and maintain strong customer relationships which in return will grow
Trend Micro business and increase credibility of an individual as a cyber
security professional
. Develop a trusted Security advisor relationship with customer
. Understand the customer’s industry, challenges, and business objectives
. Ability to create and identify customer needs and map them to Trend Micro
solutions and services.
. Maintains sales revenue by tracking changing trends, economic indicators,
competitors and supply and demand.
. Frequent clear communication on the progress of strategic initiatives to
internal and external stakeholders (example channel/distributor, pre-sales,
post sales and marketing)
. Work with the channel manager to establish fruitful partnership with the key
partners in the country.
. Forecast and track key account metrics
. Identify and grow opportunities within assigned territory and collaborate with
internal and external stakeholders to ensure growth attainment
. Assist with high severity requests or issue escalations as needed
. Timely provide revenue forecast accuracy
Work experience requirements:
. Minimum 10-15 years of relevant Sales Experience where at least 5 years are in
Cyber Security Industry.
. Exposure to both Enterprise Customer Environments and Channels
. Experience in proposing complex integrated cyber security solutions from
different vendors
. Proven record of closing deals of Multimillion US$.
. Experience in driving long cycle /complex opportunities and in negotiation with
customer’s senior management for a win-win closure.
. Record of achieving / overachieving business target year over year
. Very good knowledge in different security technologies and in the associated IT
infrastructure solutions.
. Very Good understanding of Azure / AWS cloud technologies and in the associated
cyber security opportunities.
. Ability to develop executive relationships with key buyers and influencers , to sell
Value to CXOs, to sell in complex multiple customer scenario , and to showcase
technical and sales expertise as applicable
. Past Track Record of ability to build revenues in a challenging external
environment, self motivated and revenues achievement DNA
. Team Player with a very high ability to leverage internal and external resources
towards a common objective – high organization agility requirements
. High Ethics and Integrity requirements
. Good Communication and Presentation Skills are integral to the job
. Self-Motivated , Self-Starter , and hunter-type mentality
Min Education Requirements: BS Degree in Computer Science (Or related field)
(Master Degree is preferred)
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