Inside Channel Account Manager

at  Trend Micro

When you join Trend, you become part of a unique and diverse global family and you get to work towards a world safe for exchanging digital information.
Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fuelled by decades of security expertise, global threat research, and continuous innovation, Trend Micro’s cybersecurity platform protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints. As a leader in cloud and enterprise cybersecurity, the platform delivers a powerful range of advanced threat defense techniques optimized for environments like AWS, Microsoft, and Google, and central visibility for better, faster detection and response. With 7,000 employees across 65 countries, Trend Micro enables organizations to simplify and secure their connected world. For additional information, visit
www.trendmicro.com.

POSITION OVERVIEW:

The Inside Channel Account Manager is responsible for achieving new & renewal revenue sales targets through proactively engaging with partners to identify & drive partner led opportunities. Within this phone based sales role you’ll be responsible for managing the relationship of existing top tier small-medium business partners - advising them on appropriate Trend Micro solutions for their clients. As this is a key front-line channel sales role we’re looking for an energetic person with a can-do attitude, customer focused, technologically savvy and is looking to develop their B2B sales skills and succeed in a growing team environment.

SKILLS AND EXPERIENCE

• Demonstrable expertise and knowledge of the channel and partner community in Australia and a history of managing and selling into partner accounts.
• Pattern of quantifiable success in channel partner management and selling strategies.
• At least 4+ years proven experience in channel partner management.
• Knowledge of IT security is highly regarded.
• Strong verbal, written and presentation communication skills
• Excellent interpersonal, negotiation and closing skills.

• Establish relationships within the partner base.
• Develop mutual business plans that focus on increasing revenues for Trend and the partners.
• Develop, present and execute Trend Micro partner programs.
• Drive key Trend Micro and partner activities to achieve profitable sales growth.
• Extensive understanding of the partners ‘Business Models’.
• Drive key sales opportunities and establish sales management/account management relationships
• Ensure the building and maintaining a constant/future partner revenue pipeline.
• Engaging with partners at all levels to increase the awareness of Trend Micro’s value proposition – including partner principles, sales, marketing, procurement and support teams.
• Present Trend Micro partner programs, incentives and reward programs to all partners.
• Facilitate technical and sales training for partners.
• Work closely with distribution stakeholders ensuring maximum leverage of their resources toward Trend Micro’s overall objective.
• Implement channel partner sales strategy, meet sales targets and ensure customer satisfaction in a manner consistent with company policy and goals.
• Handle negotiations and overcome objections with customers and partners.
• Prepare and deliver impactful presentations, effectively representing Trend Micro’s business and value proposition, and differentiation in the market.