Regional Account Manager

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.
ABOUT TREND MICRO
When you join Trend Micro you become a Trender and will be part of a team of
innovative and dynamic individuals who strive to create the best possible
products and solve the right problems for our customers. You'll join a global
company and a leader in cybersecurity, with over ‎30 years experience and a
complete portfolio of products that help make the world safe for exchanging
digital information. Our products have recommendations from leading industry
experts. We strive to build an environment of collaboration, trust, and
inclusion, which reflects diverse points of view. Join us and become a
trailblazer and shape the cybersecurity landscape.
Your Career as a Regional Account Manager
The Regional Account Manager (RAM) with UAE will focus on proactively building
new clients and grow assigned territories by working closely with our
Technical, Channel Partner and Marketing team to formulate selling strategies
and campaigns - to build trusted relationships with customers and their senior
representatives. The Regional Account Manager is accountable for achieving and
overachieving your sales target to contribute to the sales performance of your
region. You will be the trusted advisor of Trend Micro as you articulate and
promote the company's value proposition and services to customers.
How You Will Make a Difference
Identify and pro-actively target prospects and existing clients to drive the
adoption of Trend Micro technologies and services increasing market share in
the defined territory objectives of accounts and develop market strategies for
each product and service Knowledge of assigned territory, connect with
CIO/CISO to create and grow opportunities 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 Attain revenues goals per
quarter allocation in line with BU goals Develop relationships with our
ecosystem of alliances or technology partners (AWS/ Microsoft/ Vmware/ Google)
Knowledge of security frameworks like Zero Trust, SASE, UEBA, XDR and Security
Platforms like SIEM and SOAR can be added advantage Document and maintain all
account information in Salesforce to facilitate opportunity management,
accurate revenue forecasting, and account planning Communicate relevant
information to stakeholders to facilitate decision making Build and maintain
client contacts and relationships by understanding client's business and
requirements Consult customers on cyber security initiatives and drive
constant engagement from demos till post implementation support Lead and
support any client meetings/calls Hold and participate in the account review
meetings to discuss claims customer experience, service performance and client
feedback as well as possible future opportunities for CVP
CANDIDATE EXPERIENCE
* Exposure to both End Customer Environments and Channels
* Selling value to CIO, and complex multiple customer scenario showcasing technical and sales expertise as applicable
* Proven Account Management experience in commercial sector
* Knowledge of competition, new cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IIoT, industry etc), country regulations that affect target markets
* Must have growth-oriented mindset and experience of working in the collaborative environment
* Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all level
* Ability to network, create and build strong relationships senior executive relationships
* Excel in presenting business value proposition, solutions/benefits of complex technology in easy-to-understand business language
REQUIREMENT
* Minimum ‎6 years of relevant Sales Experience and preferably few years in Security Industry.
* Account Management certification such as SPIN or TAS would be highly regarded.
* Sales Based Certifications
* Security Certification
Trend Micro strive to build an environment of equity and inclusion, which
reflects diverse points of view. We welcome, value, promote, and celebrate
diversity - the very experiences and attributes that make us who we are,
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
We embrace change, empower people, and encourage innovation. Join Trend Micro
and Thrive with us.