Account Manager

About TrendAI™ and Role Overview

TrendAI™, the enterprise division of Trend Micro specializing in AI security, empowers organizations by delivering comprehensive AI visibility and integrated security solutions. We are dedicated to fostering innovation and minimizing risk in the AI-powered world. Join us to collaborate with top talent, shape a secure AI future, and contribute beyond just a career.

Primary Responsibilities

• Identify and proactively engage prospective and existing customers to promote Trend Micro's technologies and services.
• Increase market penetration within assigned territories by developing tailored account strategies and product plans.
• Understand the territory thoroughly and establish connections with CIOs and CISOs to create and expand opportunities.
• Collaborate closely with Pre-Sales, Marketing, and Sales leadership to present compelling value propositions to channel partners' CEOs and their teams.
• Achieve quarterly revenue targets aligned with business unit objectives.
• Develop and nurture partnerships with ecosystem alliances such as AWS, Microsoft, VMware, and Google.
• Familiarity with security frameworks including Zero Trust, SASE, UEBA, XDR, and platforms like SIEM and SOAR is advantageous.
• Maintain detailed account data within Salesforce to support opportunity tracking, forecasting, and planning.
• Communicate pertinent updates to relevant stakeholders to enable informed decision-making.
• Build and sustain strong client relationships by understanding their business needs and requirements.
• Advise clients on cybersecurity initiatives from demonstrations to post-implementation support, ensuring continuous engagement.
• Lead and participate actively in client meetings and calls.
• Conduct account review sessions to evaluate customer experience, service outcomes, feedback, and explore future opportunities.

Secondary Responsibilities

• Gain exposure to both direct end-customer environments and channel partners.
• Effectively sell complex solutions to CIOs in multifaceted customer scenarios, demonstrating both technical and sales expertise.
• Leverage proven account management experience within the commercial sector.
• Stay informed about competitors, emerging cybersecurity technologies, trends like Cloud, Digital Transformation, IIoT, and relevant country regulations.
• Possess a growth mindset and thrive in collaborative team settings.
• Coordinate across Technical, Marketing, and Channel teams to drive customer success at all levels.
• Network and cultivate strong relationships with senior executives.
• Present business value propositions and complex technological benefits in clear, understandable business terms.

Experience and Certifications

• At least 6 years of relevant sales experience, preferably including experience in the security industry.
• Account management certifications such as SPIN Selling or TAS are highly valued.
• Additional sales-based and security certifications are desirable.

Diversity and Inclusion

TrendAI values and celebrates diverse experiences and perspectives, including but not limited to race, ethnicity, gender identity, sexual orientation, ability level, age, religion, veteran status, socio-economic background, and political beliefs. We foster a culture of equity, inclusion, empowerment, and innovation. Join us and prosper within our dynamic environment.