MSP Channel Account Manager

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fueled by decades of security expertise, world-leading global threat research and intelligence, and continuous innovation, our cybersecurity platform protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints

With 7,000 employees across 65 countries, and the world’s most advanced global threat research and intelligence, Trend Micro enables organizations to simplify and secure their connected world. TrendMicro.com

Position Summary:

The MSP Channel Account Manager plays an important role in managing and growing Trend’s Service Provider business by recruiting, enabling, and driving growth with MSP partners. The MSP Channel Account Manager will have responsibility and ownership across the entire partner lifecycle. Collaborating with both internal and external resources, Channel Account Managers will identify, qualify, and onboard prospective partners, develop and implement territory sales strategies that achieve revenue targets.

Responsibilities:

Responsibilities will be around our team's three pillars; Land, Nurture & Expansion

Land:

• Outbound - Prospect and develop new potential partners via telephone [and other engagement tactics] by qualifying and tracking leads, researching, and identifying key contacts, placing calls to establish business relationships.

• Timely follow-up on all in-bound opportunities within assigned territory

• Achieve territory recruitment targets

• Onboard and enable new partners that accelerates time to first transaction

Nurture:

• Manage and develop relationships with various partner stakeholders

• Interface with partners to coordinate sales and marketing activity and go-to-market initiatives

• Keep partners aware of events, training opportunities, promos, and other program offers

• Monitor partner satisfaction and elevate issues of dissatisfaction for quick resolution

Expansion:

• Participate in strategic partner planning, development, & execution. Identify KPIs to ensure partner progression

• Educate and inform partners on new platform capabilities

• Attach new platform modules that address partner’s desired security outcomes

• Achieve territory revenue targets

Other:

• Sets own priorities and schedules to meet established goals; meets commitments consistently.

• Other duties as assigned by Management.

Preferred Qualifications/Experience:

• Sales experience in security software, and/or services, particularly with channel partners (Managed Service Providers, Resellers)

• Very strong communication and listening skills, ability to establish rapport over the phone and in-person, ability to build credibility quickly, and clearly articulate a value proposition.

• Strong customer service orientation and ability to develop and maintain relationships.

• Ability to do initial high-level solution platform overviews

• Experience with sales automation tools, particularly Outreach desired

• Professional in appearance with solid business acumen and the ability to present and negotiate.

• Strong time management and ability to multi-task; takes initiative and follows through.

• Strong work ethic and commitment to integrity.

• College degree preferred.

• 25% travel may be required.

• Minimum of 2-4 years of sales experience in security software, and/or services, particularly with Managed Service Providers

• Minimum of 2-4 years of experience with sales automation tools, particularly CRM tools strongly desirable.

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).

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