Channel Account Manager

3 weeks ago

Oslo, Oslo County, Norway Trend Micro Full time

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fuelled by decades of security expertise, global threat research, and continuous innovation, our unified cybersecurity platform protects over 500,000 organizations and millions of individuals across clouds, networks, devices, and endpoints.

Trend Vision One delivers advanced threat defence techniques, extended detection and response (XDR), and integration across the IT ecosystem, including AWS, Microsoft, and Google, enabling organizations to better understand, communicate, and mitigate cyber risk.

Our Trend global threat research team delivers unparalleled intelligence and insights that power our cybersecurity platform and help protect organizations around the world from 100s of millions of threats daily.

We have 7,000 employees across 65 countries, singularly focused on security and passionate about making the world a safer and better place.

Trend enables organizations to simplify and secure their connected world.

Position Overview

The Channel Account Manager's role is to proactively recruit, develop & enable Trend Micro partners. The successful candidate will be experienced in managing a range of partners with extensive experience in driving and developing strategic relationships at ALL levels with a strong focus on new and emerging technologies. You will be expected to drive specific business plans with quantifiable business outcomes.

Key Responsibilities
  • Establish senior management relationships within the strategic partner base.
  • Develop mutual business plans that focus on increasing revenues for Trend and the partners, working collaboratively with Channel Account Managers and Account Managers to build existing partner relationships.
  • Regular presentations to key stakeholders, including senior management, sales managers and account managers.
  • Build and execute key Trend Micro channel initiatives/incentives.
  • Drive key Trend Micro and partner activities to achieve profitable sales growth.
  • Extensive understanding of the partners' business models.
  • Drive key sales opportunities and establish sales management/account management relationships.
  • Ensure the building and maintaining a constant/future partner revenue pipeline.
Engage & Recruit
  • Identify, prospect, and recruit partners to the Trend Partner program.
  • Identify areas of opportunity to secure additional partners to become a part of Trend Micro's Affinity partner program in the specified region.
  • Engage with partners at all levels to increase awareness of Trend Micro's value proposition – including partner principles, sales, marketing, procurement, and support teams.
  • Proactively engage and drive opportunities with respective Trend Micro Affinity partners.
  • Present Trend Micro partner programs, incentives, and reward programs to all partners.
  • Enable partners through the facilitation of training on products and solutions.
  • Coordinate partner sales and technical teams and Trend Micro.
Enable
  • Facilitate technical and sales training and certification for partners. Work closely with distribution stakeholders ensuring maximum leverage of their resources toward Trend Micro's overall objective.
  • Responsible for professionally representing Trend Micro and the Trend Micro partner program and selling its products and services in an assigned territory.
  • Implement channel partner sales strategy, meet sales targets and ensure customer satisfaction in a manner consistent with company policy and goals.
  • Contribute on a practical and conceptual basis to the development of Trend Micro's partner sales strategy.
  • Where appropriate, share sales account strategies with partner and partner representatives for mutual benefit.
  • Handle negotiations and overcome objections with customers and partners.
  • Identify and develop business opportunities directly and with partner representatives.
  • Deliver impactful presentations, effectively representing Trend Micro's business and value proposition, and differentiation in the market.
  • Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting, account plans, and customer relationship tools.
  • Prepare professional proposals having thoroughly understood the customer requirements and established the relevant business solution.
Skills and Experience
  • Demonstrable expertise and knowledge of the channel and partner community in Norway & the wider Nordic region with a history of managing and selling into those partner accounts.
  • A pattern of quantifiable success in channel partner management and selling strategies.
  • At least 5 years of proven experience in channel partner management.
  • Knowledge of cybersecurity vendors is highly regarded.
  • Demonstrated verbal, written, and presentation communication skills commensurate to the role – English language skills at a professional/business level are essential.
  • Excellent interpersonal, negotiation, and closing skills.
  • Can-do attitude We are looking for candidates passionate about their work and the cyber industry just as much as the skills you bring – a strong team and work ethic are paramount for success
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, colour, 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.

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