xSP Channel Account Manager

Trend Micro•Irving, TX

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 Channel Account Manager plays an important role in managing and growing Trend’s Service Provider business by recruiting, enabling, and driving growth with MSP partners. The MSP Channel Account Manager will have responsibility and ownership across the entire partner lifecycle. Collaborating with both internal and external resources, Channel Account Managers will identify, qualify, and onboard prospective partners, develop and implement territory sales strategies that achieve revenue targets.

Requirements

Minimum of 2-4 years of sales experience in security software, and/or services, particularly with Managed Service Providers
Minimum of 2-4 years of experience with sales automation tools, particularly CRM tools strongly desirable.

Nice To Haves

Sales experience in security software, and/or services, particularly with channel partners (Managed Service Providers, Resellers)
Very strong communication and listening skills, ability to establish rapport over the phone and in-person, ability to build credibility quickly, and clearly articulate a value proposition.
Strong customer service orientation and ability to develop and maintain relationships.
Ability to do initial high-level solution platform overviews
Experience with sales automation tools, particularly Outreach desired
Professional in appearance with solid business acumen and the ability to present and negotiate.
Strong time management and ability to multi-task; takes initiative and follows through.
Strong work ethic and commitment to integrity.
College degree preferred.
25% travel may be required.

Responsibilities

Outbound - Prospect and develop new potential partners via telephone [and other engagement tactics] by qualifying and tracking leads, researching, and identifying key contacts, placing calls to establish business relationships.
Timely follow-up on all in-bound opportunities within assigned territory
Achieve territory recruitment targets
Onboard and enable new partners that accelerates time to first 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
Participate in strategic partner planning, development, & execution.
Identify KPIs to ensure partner progression
Educate and inform partners on new platform capabilities
Attach new platform modules that address partner’s desired security outcomes
Achieve territory revenue targets
Sets own priorities and schedules to meet established goals; meets commitments consistently.
Other duties as assigned by Management.