xSP Channel Account Manager

Trend Micro•Irving, TX

21d

About The Position

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information across enterprises, governments, and consumers. Fueled by decades of security expertise, global threat research, and continuous innovation, Trend harnesses AI to protect organizations and individuals across clouds, networks, devices, and endpoints. The Trend Vision One™ enterprise cybersecurity platform accelerates proactive security outcomes by predicting and preventing threats across the entire digital estate and environments like AWS, Google, Microsoft, and NVIDIA. Proactive security starts here. TrendMicro.com Position Summary: The MSP ‘Hunter’ Channel Account Manager (CAM) plays an important role in managing and growing Trend’s Service Provider business by recruiting, enabling, and driving growth with MSP partners. The MSP ‘Hunter’ CAM will be responsible for contribution to the full partner journey and achievement of revenue targets, with a prioritized focus on identification, qualification, and onboarding of prospective partners.

Requirements

Minimum 4 years sales experience in security software, and/or services, with maintained security service providers (MSP, MSSP, MDR, aggregators, etc.) relationships
Strong communication and listening skills -- ability to establish rapport over the phone and in-person, build credibility quickly, and clearly articulate a value proposition
Strong ICP identification and discovery capability, with proven ability to map product value to partner GTM
Strong time management and ability to multi-task; takes initiative and follows through
Strong work ethic and commitment to integrity
Ability to conduct high-level solution platform overviews tailored to partner challenges
Candidates must be authorized to work in the U.S. without the need for employment-based visa sponsorship, both currently and moving forward.

Nice To Haves

Experience with sales automation tools, particularly Outreach desired
College degree preferred

Responsibilities

Outbound - Prospect and develop new potential partners using aligned sales strategies to qualify and track leads, identifying key contacts, placing calls to establish business relationships.
Timely follow-up on all in-bound opportunities within assigned territory
Achieve team recruitment targets
Onboard and enable new partners in acceleration of partner’s time to consistent transaction
Manage and develop relationships with various partner stakeholders
Interface with partners to coordinate sales and marketing activity and go-to-market initiatives
Keep partners aware of events, training opportunities, promos, and other program offers
Monitor partner satisfaction and elevate issues of dissatisfaction for quick resolution
Assist with driving pipeline, sales qualification, and closing of business
Define and deploy business plans to deepen partner commitment, reviewing and re-assessing quarterly.
Coordinate with team members on execution of the partner lifecycle
Establish self-driven priorities and schedules to meet team goals, consistently
Ability to complete duties as assigned by Management
Ability to work in a fast-moving environment, to prioritize effectively to think big picture, and to use good judgment in resolving difficult issues