Major Account Manager, West

The Major Account Manager (MAM) in Mumbai, India, will proactively sell Trend Micro products and services to Major Enterprise Accounts. This role involves meeting and exceeding sales quotas by directly engaging customers 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, and collaborating with cross-functional teams to achieve customer goals. The MAM will also manage sales forecasts and maintain industry knowledge.

Must Have

• Act as the account lead for assigned accounts
• Identify client needs, planned initiatives, business directions
• Act as trusted adviser on best practices and solutions for IT and Cybersecurity goals
• Pro-actively engage and drive opportunities with enterprise customers
• Develop and manage a reliable forecast
• Ensure disciplined use of Trend Micro sales forecasting, account plans and customer relationship tools
• Maintain sound knowledge of the industry, trends and competitive posture
• 10+ years’ experience in Account Management in Information Technology / Security solutions
• Experience with Oil & Gas, Government, BFSI, Commercial market sectors
• Ability to effectively engage at the C level
• Working knowledge and experience in selling key cybersecurity, networking and IT products and solutions
• Knowledge of top competitive solutions in the market

Good to Have

• Strong knowledge of Virtualization and cloud-based solutions
• Bachelor's Degree in Engineering, IT or Management

Perks & Benefits

• Become part of a unique and diverse global family
• Work towards a world safe for exchanging digital information
• Environment of equity and inclusion
• Culture of change, empowerment, and innovation
• Opportunity to thrive in a leading industry

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.

POSITION OVERVIEW

The Major Account Manager (MAM) will focus on proactively selling Trend Micro products and services into Major Enterprise 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

• 10+ years’ experience in Account Management in Information Technology / Security solutions companies
• Experience of with in Oil & Gas, Government, BFSI, Commercial market sectors
• Ability to effectively engage at the C level
• Working knowledge and experience in selling key cybersecurity, networking and IT products and solutions, as well as knowledge of top competitive solutions in the market
• Strong knowledge of Virtualization and cloud-based solutions preferred
• Pattern of quantifiable success in large account management and selling strategies
• Bachelor's Degree in Engineering, IT or Management with equivalent work experience preferred

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