Major Account Manager
10 Minutes ago • 5 Years +
Account Management
Job Description
The Major Account Manager (MAM) in Bangkok, Thailand, will proactively sell Trend Micro products and services to Major Government Accounts. This role involves driving sales to meet and exceed quotas by engaging customers directly and partnering with resellers and Global System Integrators. Key responsibilities include acting as the account lead, identifying client needs, providing trusted advice on IT and Cybersecurity solutions, managing forecasts, and maintaining industry knowledge. The position requires 5+ years of experience in IT/Security account management, particularly with government/public sector clients, and a strong understanding of cybersecurity and government procurement processes.
Must Have:
- Proactively sell Trend Micro products and services into Major Government Accounts.
- Drive to meet and exceed quota by engaging customers directly, leveraging and partnering with resellers and Global System Integrators.
- Act as the account lead for assigned accounts.
- Work closely with clients to identify needs, planned initiatives, business directions.
- Act as trusted adviser and advocate on best practices and solutions to address clients’ IT and Cybersecurity goals and objectives.
- Partner internally with cross-functional teams.
- Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting, account plans and customer relationship tools.
- Maintain sound knowledge of the industry, trends and the competitive posture of Trend Micro.
- 5+ years’ experience in Account Management in Information Technology / Security solutions companies for government/public sector customers.
- Good basic understanding of technology products and experience in related markets.
- Basic technical knowledge in the field of cybersecurity.
- Good understanding of government procurement regulations and processes, including e-GP, ToR.
- Ability to manage sales opportunities and conduct negotiations within the government framework.
- Skilled in consultative selling and solution-based sales approach.
- Understanding of the cybersecurity market ecosystem.
- Has a public sector–oriented mindset and relevant market experience.
- Handling uncertainties in government organizations.
- Teamwork and translating customer requirements to the technical team.
Major Account Manager
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.
The Major Account Manager (MAM) with Bangkok, Thailand will focus on proactively selling Trend Micro products and services into Major Government Accounts. The Major Account Manager will drive to meet and exceed quota by engaging customers directly, leveraging and partnering with resellers and Global System Integrators.
PRIMARY RESPONSIBILITIES
- Act as the account lead for assigned accounts based on the Client Value Proposition
- Work closely with clients to identify needs, planned initiatives, business directions, and act as trusted adviser and advocate on best practices and solutions to address the clients’ IT and Cybersecurity goals and objectives
- Provide back up and support to client teams where required
- Recognized as the go-to person internally on the own client portfolio
- Partner internally with cross-functional teams – such as Technical, Regional Account Managers, Marketing – to understand customer goals and key performance metrics
- Pro-actively engage and drive opportunities with respective enterprise customers
- Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting, account plans and customer relationship tools
- Maintain sound knowledge of the industry, trends and the competitive posture of Trend Micro and other industry leaders regarding software product offerings and support services
SECONDARY RESPONSIBILITIES
- Participate in industry conferences, trade shows and seminars, as required
- Participate in the planning and execution of programs designed to promote Trend Micro’s activities
- Document and regularly maintain all relevant information in Salesforce
EXPERIENCE
- 5+ years’ experience in Account Management in Information Technology / Security solutions companies for government/public sector customers.
- Good basic understanding of technology products and experience in related markets
- Basic technical knowledge in the field of cybersecurity
- Good understanding of government procurement regulations and processes, including e-GP, ToR, etc.
- Ability to manage sales opportunities and conduct negotiations within the government framework
- Skilled in consultative selling and solution-based sales approach
- Understanding of the cybersecurity market ecosystem
- Has a public sector–oriented mindset and relevant market experience
- Handling uncertainties in government organizations
- Teamwork and translating customer requirements to the technical team
Trend Micro strive to build an environment of equity and inclusion, which reflects diverse points of view. We welcome, value, promote, and celebrate diversity - the very experiences and attributes that make us who we are, including but not limited to race, ethnicity, nationality, gender, gender identification, sexual orientation, level of ability, age, religion, veteran status, socio-economic status, and political philosophy.
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