Greenfield Account Manager

About TrendAI

TrendAI™, a division of Trend Micro, stands as a global leader in AI security, empowering organizations with comprehensive AI visibility and integrated security solutions. We inspire confidence, fuel innovation, and eliminate risks in the evolving cyber landscape. Join us to contribute to shaping a secure and trustworthy AI-driven future.

Role Overview

The Greenfield Account Manager will lead efforts in acquiring new customers and securing new accounts within their designated territory. This position involves close collaboration with Technical, Channel, and Marketing teams to devise and implement focused sales strategies and campaigns. Establishing strong, trust-based relationships with customers and senior stakeholders is critical, as is meeting and exceeding sales goals to impact regional sales outcomes positively. The role also involves acting as a trusted advisor to clients, clearly communicating the value and services offered by TrendAI.

Key Responsibilities

• Proactively identifying and targeting both prospective and existing clients to encourage adoption of TrendAI products and services.
• Expanding market share within assigned territories by formulating strategic plans for each product and service.
• Building connections with CIOs and CISOs to cultivate and grow business opportunities.
• Collaborating with Pre-Sales, Marketing, and Sales leadership to tailor value propositions for Channel CEOs and related sales and technical teams.
• Achieving quarterly revenue targets aligned with business unit objectives.
• Fostering relationships with alliance and technology partners such as AWS, Microsoft, VMware, and Google.
• Utilizing knowledge of security frameworks like Zero Trust, SASE, UEBA, XDR, and platforms such as SIEM and SOAR to enhance sales efforts.
• Maintaining detailed account data in Salesforce to support opportunity management, accurate forecasts, and account planning.
• Sharing essential information with stakeholders to aid informed decision-making.
• Developing and sustaining client relationships by understanding their business requirements.
• Advising customers on cybersecurity initiatives while supporting engagement from demonstrations to post-implementation.
• Leading and participating in client meetings and calls as required.
• Conducting account review sessions to discuss customer experience, service performance, feedback, and potential future opportunities within the Customer Value Program.

Additional Responsibilities

• Experience working with both end customers and channel partners.
• Skilled in selling to CIOs in complex scenarios, demonstrating both technical and sales acumen.
• Proven account management skills in commercial settings.
• Awareness of competitors, emerging cybersecurity technologies, digital transformation trends, and regional regulations impacting target markets.
• Possessing a growth-focused mindset and thriving in collaborative environments.
• Ability to work cross-functionally with Technical, Marketing, and Channel teams to ensure customer success at all levels.
• Strong networking capabilities and the aptitude to build and nurture senior executive relationships.
• Effective in communicating the business value and benefits of complex technologies in clear, accessible terms.

Experience & Qualifications

• At least 6 years of relevant sales experience, preferably within the cybersecurity industry.
• Account management certifications such as SPIN or TAS are highly preferred.
• Relevant sales and security certifications are advantageous.

Diversity and Inclusion

TrendAI is committed to fostering an inclusive workplace that celebrates diversity in all its forms, including but not limited to race, ethnicity, nationality, gender identity, sexual orientation, ability, age, religion, veteran status, socioeconomic background, and political beliefs. We promote innovation, encourage change, and empower our people to thrive together.