Federal Government Account Executive

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.

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, our cybersecurity platform protects 500,000+ organisations and 250+ million individuals across clouds, networks, devices, and endpoints.

As a leader in cloud and enterprise cybersecurity, our platform delivers central visibility for better, faster detection and response and a powerful range of advanced threat defence techniques optimised for environments, like AWS, Microsoft, and Google.

As well as being supported by 1,000+ threat intelligence experts around the globe our Government customers have the extended offering of our IRAP assessed to PROTECTED Vision One Platform.  https://www.trendmicro.com/en_au/business/products/one-platform.html.

At Trend Micro we aim to develop, deliver and support the most flexible and customisable internet security solution to address the every-changing threats on the Web. For additional information, visit www.trendmicro.com.au

POSITION OVERVIEW:

Federal Government Account Executive is responsible for driving growth of Trend Micro technologies and services in the Federal Government market. The role will drive growth from new prospects and an established successful client base. The Account Executive  will also be responsible for working alongside Trend Micro’s strategic partner community to participate in joint sales-based initiatives and assist in the sales enablement function to ensure partners are aligned with the defined sales strategy.

PRIMARY RESPONSIBILITIES:

• Increase Trend Micro’s Enterprise market share in the Federal Government 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. Can do attitude.
  • 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 Federal Government 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 maintain account plans detailing actions, call plans and team engagement to deliver our platform to our targeted customers
  • 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.
  • Work with local SE to maintain partner knowledge and awareness via regular partner updates.

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.
• Possess a positive and “can do” attitude with a growth mindset.

EXPERIENCE:

• Minimum 10+ years’ experience in an IT Sales role in ACT.
• Demonstrable understanding of Government procurement process and departmental ICT strategies
• Ability to engage at the C level in a business benefits discussion.
• Previous experience or exposure selling Enterprise Security Solutions to Government 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 Microsoft Dynamics CRM or 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 Challenger, SPIN or MEDDIC would be highly regarded.
• Sales Based Certifications.
• Security Certifications.

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