Regional Account Manager

3 weeks ago

Dubai, Dubai, United Arab Emirates Trend Micro Full time

The Regional Account Manager (RAM) with (U AE/ Dubai) will focus on proactively building new clients and growing assigned territories by working closely with our Technical, Channel Partner, and Marketing teams 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 targets 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.
  • Increase market share in the defined territory 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 revenue 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 an 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 cybersecurity initiatives and drive constant engagement from demos till post-implementation support.
  • Lead and support any client meetings/calls.
  • Hold and participate in account review meetings to discuss 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 scenarios showcasing technical and sales expertise.
  • Proven Account Management experience in the commercial sector.
  • Knowledge of competition, new cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IIoT, industry, etc.), and country regulations that affect target markets.
  • Must have a growth-oriented mindset and experience of working in a collaborative environment.
  • Collaborative across various functions such as Technical, Marketing, and Channel, to ensure customer success at all levels.
  • Ability to network, create, and build strong senior executive relationships.
  • Excel in presenting business value propositions, solutions/benefits of complex technology in easy-to-understand business language.

EXPERIENCE

  • Minimum 6 years of relevant Sales Experience and preferably a few years in the Security Industry.
  • Account Management certification such as SPIN or TAS would be highly regarded.
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