Summary
Trend Micro is seeking a Regional Account Manager for its UAE business, based in Dubai. The role focuses on developing new clients, growing assigned accounts and territories, and achieving sales targets for TrendAI™ technologies and services. Responsibilities include building customer and channel relationships, advising clients on cybersecurity initiatives, managing opportunities and forecasts in Salesforce, and coordinating with technical, marketing and partner teams. Applicants should have at least six years of relevant sales experience; security industry experience and SPIN or TAS account management certification are preferred.
The posting
As published on trendmicro.com. Pulled from the employer's site and shown as they wrote it.
TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.
At TrendAI™, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.
AI Fearlessly.
POSITION OVERVIEW
The Account Manager (RAM) with [UAE/ Dubai] 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 sales target to contribute to the sales performance of the assigned region. The Regional Account Manager will be the trusted advisor of Trend Micro as you articulate and promote the company’s value proposition and services to customers.
PRIMARY RESPONSIBILITIES
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
SECONDARY RESPONSIBILITIES
Exposure to both End Customer Environments and Channels
Selling value to CIO, and complex multiple customer scenario showcasing technical and sales expertise
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
EXPERIENCE
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
TrendAI 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.
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