Vice President, Channel Sales – USA

Position Summary:

Reporting to the US Chief Revenue Officer, the Vice President of Channel Sales, USA will work closely with Regional Sales Leadership, Product teams and other key stakeholders to execute strategies that drive revenue through multiple sales channels focusing on focusing on growing revenue through strategic partner relationships and optimizing partner performance.

The individual will be a strategic leader responsible for transforming, defining, executing, and scaling Trend Micro’s (enterprise) channel strategy across the United States to drive net new customer acquisition. This executive will be tasked with significantly growing revenue through our robust ecosystem of partners including resellers, Managed Security Service Providers (MSSPs), Service Providers, and Distributors. The ideal candidate will be a visionary leader with a proven track record of building and managing high-performing channel teams, driving revenue through partners and establishing deal sourcing models that deliver sales targets that align to revenue and margin goals.

Responsibilities:

• Strategic Leadership: Develop and implement our next-generation US (enterprise) channel strategy that aligns with Trend Micro's overall business objectives and market vision by partnering with sales and business unit leaders.
• Revenue Growth: Collaborate with regional leaders and sales teams to influence strategy, drive scalable growth and deliver quarterly and annual sales targets in the cybersecurity market. Set and achieve aggressive revenue targets by developing new strategic partnership opportunities while scaling existing channel opportunities with key partners.
• Develop KPIs and Performance Metrics: Create and track KPIs to monitor team and partner performance, ensuring alignment with revenue and market share goals. Use data-driven insights to guide decision-making and improve sales outcomes.

Partner Ecosystem Management:

• Develop new strategic partnership opportunities while scaling existing channel opportunities.
• Cultivate and deepen relationships with existing top-tier, strategic partners aligning to Trend’s long-term vision by building loyalty and expanding our market reach.
• Serve as a senior point of contact and an executive sponsor.
• Work cross functionally with internal stakeholders and external partners and customers to gain support for transformational program initiatives and to develop solutions that address the needs of channel partners and customers to improve selling opportunities.

Team Leadership:

• Build, lead, mentor, and scale a high-performing channel sales team, including recruiting, training, and leading a dedicated channel sales team focused on achieving regional objectives.
• Foster a culture of excellence, collaboration, continuous improvement and high-impact, ensuring the team is hitting all metrics and quotas.
• Cross-Functional Collaboration: Work closely with Trend Micro’s sales, marketing, product, and customer success teams to ensure a seamless "go-to-market" motion that supports both indirect and direct sales channels.

Operational Excellence:

• Drive operational efficiency by overseeing deal registration processes, sales forecasting, and channel program management.
• Utilize data and analytics to provide actionable insights on partner performance and market trends to senior leadership.

Market Presence:

• Market Analysis and Strategy Adaptation: Stay informed of industry trends and competitor activities to adjust strategies, leveraging market intelligence to seize growth opportunities.
• Represent Trend Micro as a thought leader at industry events, conferences, and with key partner executives.

Qualifications:

• 10+ years of progressive sales leadership experience in the technology industry, with a minimum of 5 years in channel management or a related senior-level role within cybersecurity.
• Proven experience leading and scaling channel organizations in a complex, fast-paced environment. Well known personal brand in the channel partner community.
• Strong experience in developing channel sales strategies that have referenceable impact on growth, ARR and revenue. A hands-on approach to enabling our partners and working deals.
• Strong expertise in KPI development and using performance metrics to guide strategic and operational decisions.
• Deep knowledge of sales methodologies (value selling and MEDDPICC) and history of transforming channel sales organizations into successful selling organizations that are disciplined and structured around selling processes.
• Strong understanding of sales operations, including forecasting, pipeline management, and incentive structures.
• Strong analytical and problem-solving skills, with a data-driven approach to performance improvement.
• Exceptional communication, negotiation, and presentation skills, with the ability to influence and build relationships at all levels, from channel partners to C-suite executives. Passion to present and articulate value proposition across the sales organization and channel community.
• Bachelor’s degree required; MBA or other advanced degree is a plus.
• Ability to travel as needed.

DEI Commitment:

Not meeting every single requirement? At Trend Micro, we're committed to fostering a diverse, inclusive, and genuine workplace. If you're enthusiastic about this position but find that your experience and background don't perfectly match every qualification listed in the job posting, we still encourage you to apply. You could very well be the ideal candidate for this position or others within our organization.

What We Offer You:

You're important to us. What matters to you, matters to us too. Trend Micro provides benefit options for you and your family.

• Comprehensive medical, dental and vision insurance
• Life insurance
• Short & Long Term Disability
• Pre-partum, maternity, parental and medical leave
• Mental Health Wellness Program
• Adoption Assistance
• Wellness Incentive
• Pet Insurance
• 401(k) with company match
• Paid Time Off
• 14 Annual Holidays
• Tuition Assistance
• Employee Resource Groups

We offer competitive compensation with bonus opportunity tied to company performance, along with room to enhance your skills through ongoing learning and broad technological opportunities. Achieving work-life balance is a priority, complemented by team activities, fostering an environment rooted in equity, inclusion, and collaboration, that is reflected in both our culture and our work.

Be Passionate. Be Innovative. Be a Trender.

This position does not offer sponsorship for work permit applications or renewals, either now or in the future. Candidates must be authorized to work in the U.S. without the need for employment-based visa sponsorship, both currently and moving forward. The company will not sponsor applicants for U.S. work visa status for this role (including, but not limited to, H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT, or any other employment-based visa).