Partner Development Manager – Managed Service

Trend Micro is seeking an enthusiastic Partner Development Manager to join its MSSP/Channel team, focusing on the UK&I strategy for managed service partners. This crucial role involves managing client relationships, driving the expansion of Trend Micro’s security services, and ensuring client satisfaction, retention, and growth. The manager will identify opportunities for upselling and cross-selling, oversee service delivery, manage contracts, and act as a strategic advisor to clients on cybersecurity, aligning security services with business goals.

Must Have

• Serve as the main liaison between Trend, clients, and the MSSP.
• Conduct regular check-ins, performance reviews, and business meetings.
• Identify opportunities to upsell and cross-sell additional cybersecurity services (e.g., EDR, vulnerability management, incident response).
• Create and execute strategic account plans to maximize growth.
• Work with internal technical teams to ensure efficient and effective service delivery.
• Act as a point of escalation for client issues and ensure timely resolution.
• Manage the entire contract lifecycle, from initial negotiation to renewals.
• Proactively address issues or concerns to increase retention rates.
• Act as a trusted advisor to clients, aligning cybersecurity strategy with business objectives.
• Stay current with industry trends and inform clients of emerging threats and solutions.
• Monitor client performance metrics, track KPIs, and present reports.
• Minimum 5 years of experience in channel sales, business development, or account management with MSP/MSSP or cybersecurity exposure.
• Strong understanding of cybersecurity principles and technologies (firewalls, SIEM, EDR), threat detection, and incident response.
• Excellent written and verbal communication skills.
• Demonstrated ability to build and maintain strong, long-term client relationships.
• Deep understanding of the MSP/MSSP business model, including financial performance, budgeting, and negotiation skills.

Good to Have

• Strong presentation and public speaking skills.
• Self-motivated and results-driven with a proactive, "hunter" mentality.
• Strategic thinking and innovative problem-solving abilities.
• Proficiency with customer relationship management (CRM) software.

Discover Trend

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fueled 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

Discover You

At Trend, we are always looking for top talent. We hire capability 1st, and you will work with the best. When you join us, you have direct access to any level, and freedom to make an impact and influence. With Trend Micro, you drive your own development. You are recognised for your passion to succeed, and can be the best part of yourself here.

Discover your next exciting career opportunity….

The Role:

Trend Micro is seeking an enthusiastic individual to join our MSSP / Channel team. The partner ecosystem is rapidly evolving, with managed services, MSSPs becoming crucial for technology adoption, consumption, and end-user security. This role will focus on owning our UK&I strategy for managed service partners, including MSSPs, SOC partners, and system integrators.

This is a crucial role, responsible for managing client relationships and driving the expansion of security services. You will act as the primary point of contact for clients, ensuring their security needs are met and their expectations are exceeded. They are responsible for client satisfaction, retention, and growth by identifying opportunities for upselling and cross-selling additional security solutions. The role requires strategic thinking to align security services with a client's business goals, as well as a technical understanding to communicate complex concepts.

Core responsibilities

• Client relationship management: Serve as the main liaison between Trend, our clients and the MSSP. Conduct regular check-ins, performance reviews, and business meetings to ensure client satisfaction and understand their evolving security needs.
• Account growth: Identify opportunities to upsell and cross-sell additional cybersecurity services, such as endpoint detection and response (EDR), vulnerability management, and incident response. Create and execute strategic account plans to maximize growth.
• Service delivery oversight: Work with internal technical teams (e.g., security analysts, engineers) to ensure clients receive the agreed-upon services efficiently and effectively. Act as a point of escalation for client issues and ensure timely resolution.
• Contract and renewal management: Manage the entire contract lifecycle, from initial negotiation to renewals. Proactively address any issues or concerns to increase retention rates.
• Strategic advisory: Act as a trusted advisor to clients by helping them align their cybersecurity strategy with their business objectives. Stay current with industry trends and inform clients of emerging threats and solutions.
• Performance tracking and reporting: Monitor client performance metrics, track key performance indicators (KPIs), and present reports to both clients and internal stakeholders.

Required skills and qualifications

Experience:

• A minimum of 5 years of experience in channel sales, business development, or account management, with significant exposure to the managed services (MSP/MSSP) or cybersecurity sectors.

Education:

• A bachelor's degree in business, marketing, communications, or a related field is often preferred, but professional experience can be a substitute.

Technical knowledge:

• Strong understanding of cybersecurity principles, security technologies (e.g., firewalls, SIEM, EDR), threat detection, and incident response.

Communication:

• Excellent written and verbal communication skills, with the ability to translate complex technical concepts for both technical and non-technical audiences.

Relationship management:

• Demonstrated ability to build and maintain strong, long-term relationships with clients at all levels, including C-level executives.

Business acumen:

• A deep understanding of the MSP/MSSP business model, including financial performance, budgeting, and negotiation skills.

Other key skills:

• Strong presentation and public speaking skills
• Self-motivated and results-driven with a proactive, "hunter" mentality
• Strategic thinking and innovative problem-solving abilities
• Proficiency with customer relationship management (CRM) software

Why Trend Micro?

Trend Micro provides equal employment opportunity for all applicants and employees. Trend Micro does not unlawfully discriminate on the basis of race, color, religion, sex, pregnancy and childbirth or related medical conditions, national origin, ancestry, age, physical or mental disability, medical condition, family care leave status, veteran status, marital status, sexual orientation, or gender identity.

Trend Micro is a progressive employer with a very special and unique culture. Here at Trend Micro you will work with the best. When you join us, you have direct access to any level, and freedom to make an impact and influence. We expect leadership, not management. With Trend Micro, you drive your own development. We encourage thought leadership and advocate internal opportunity. Trend is like nowhere else. We embrace all of our differences and are motivated by challenge. We’re not just all about the money. You are recognised for your passion to succeed, and can be the best part of yourself here.

#LI-DNI

www.trendmicro.com

At Trend Micro, we embrace change, empower people, and encourage innovation in a connected world. Our diversity and multicultural workforce are key contributing factors to our success across the globe. We like to have fun while taking our culture seriously. We are an equal opportunity employer and are committed to this regardless of race, colour, religion, sex, nationality, age, citizenship, sexual orientation, marital status, gender identity or veteran status. We do not allow discrimination or harassment of any kind.