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19

February

Associate Regional Account Manager

Trend Micro - Brisbane City, QLD

Sales
Source: uWorkin

Source: uWorkin

JOB DESCRIPTION

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.

PRIMARY RESPONSIBILITIES:

  • Increase Trend Micro’s Enterprise market share in the defined territory.
  • Responsible for professionally representing Trend Micro and proactively selling its broad range of enterprise security solutions and services through our well established partner community.
    • Behave in a manner that aligns with Trend Micro’s business goals, objectives and code of conduct.
    • Understand and operate in accordance with company policies and procedures.
  • To identify and pro-actively target enterprise prospects and existing clients to drive the adoption of new technologies and services increasing market share in the defined territory.
    • Develop and implement a sales strategy that will exceed sales targets and ensure a high level of customer acquisition, growth, satisfaction and retention.
    • Develop and deliver sales presentations, effectively representing Trend Micro’s business and value proposition, and differentiation in the market.
    • Lead commercial negotiations and overcome objections with prospects, customers and partners.
    • Work closely with pre-sales engineers on delivering customer presentations and demonstrations to ensure alignment with sales strategy and customer requirements.
    • Co-ordinate marketing, sales and technical support to ensure a high level of awareness and customer satisfaction in the defined territory.
    • Ensure disciplined use of Trend Micro sales tools to facilitate opportunity management, accurate forecasting, account planning and ensure customer relationship information remains up to date.
    • Work closely with retention team on strategic account renewals.
  • Assist to drive Sales Enablement and Marketing initiatives.
    • Maintain sound knowledge of the industry, trends and the competitive posture of Trend Micro and other industry leaders regarding security offerings and support services.
    • Work closely with the Sales and Marketing teams to ensure events and campaigns are aligned with sales strategy and local market demands.
    • Contribute on a practical and conceptual basis to the ongoing development of Trend Micro’s sales and marketing strategy.
    • Participate in industry conferences, trade shows and seminars as required.
    • Attend internal training and development as required.
  • Work Closely with Trend Micro’s partner manager to facilitate growth and trust within the partner community.
    • Work closely with marketing and channel teams to ensure events and campaigns are aligned with sales strategy and local market demands.
    • Align with Partner Manager to participate in strategic account planning and prospecting activities within the partner and alliance community to deliver mutual benefit.

SKILLS:

  • Candidate must possess strong written and verbal communication skills including demonstrable presentation skills, negotiation skills and strong closing ability.
  • Demonstrate ability to communicate effectively and influence a broad range of stakeholders, internal and external.
  • Ability to work autonomously and integrate as part of a remote team.

EXPERIENCE:

  • Minimum 3+ years’ experience in an IT Sales role.
  • Ability to engage at the C level in a business benefits discussion.
  • Previous experience or exposure selling Enterprise Security Solutions would be preferred.
  • Previous experience in selling IT security/ Infrastructure/ Software would be an advantage.
  • Strong knowledge of cloud based solutions preferred.
  • Working knowledge of salesforce.com is desirable.
  • Recent proven ability to achieve sales quotas in target market, with a strong desire to succeed.

QUALIFICATIONS

  • University degree would be highly regarded.
  • Account Management certification such as SPIN or MEDDIC would be highly regarded.
  • Sales Based Certifications.
  • Security Certifications.

We embrace change, empower people, and encourage innovation. Join Trend Micro and Thrive with us.