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    Regional Account Manager at - Nairobi, Kenya - Trend Micro

    Trend Micro
    Trend Micro Nairobi, Kenya

    4 days ago

    Default job background
    Full time
    Description

    As a global leader in IT security, Trend Micro develops innovative security solutions that make the world safe for businesses and consumers to exchange digital information.

    With over 25 years of security expertise, we're recognized as the market leader in server security, cloud security, and small business content security


    POSITION OVERVIEW:


    The Regional Account Manager SADC & IOI (RAM) will focus on proactively building new clients and grow assigned territories by working closely with our Technical, Channel Partner and Marketing team to formulate selling strategies and campaigns - to build trusted relationships with customers and their senior representatives.

    The Regional Account Manager is accountable for achieving and overachieving your sales target to contribute to the sales performance of your region.

    You will be the trusted advisor of Trend Micro as you articulate and promote the company's value proposition and services to customers.


    PRIMARY RESPONSIBILITIES:
    Identify and pro-actively target prospects and existing clients to drive the adoption of Trend Micro technologies and services
    Increasing market share in the defined territory objectives of accounts and develop market strategies for each product and service
    Knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities
    Work with relevant stakeholders (Pre-Sales, Marketing and Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams
    Attain revenues goals per quarter allocation in line with BU goals
    Develop relationships with our ecosystem of alliances or technology partners (AWS/ Microsoft/ Vmware/ Google)
    Knowledge of security frameworks like Zero Trust, SASE, UEBA, XDR and Security Platforms like SIEM and SOAR can be added advantage
    Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning
    Communicate relevant information to stakeholders to facilitate decision making
    Build and maintain client contacts and relationships by understanding client's business and requirements
    Consult customers on cyber security initiatives and drive constant engagement from demos till post implementation support
    Lead and support any client meetings/calls
    Hold and participate in the account review meetings to discuss claims customer experience, service performance and client feedback as well as possible future opportunities for


    CVP

    SECONDARY RESPONSIBILITIES:
    Exposure to both End Customer Environments and Channels
    Selling value to CIO, and complex multiple customer scenario showcasing technical and sales expertise
    Proven Account Management experience in commercial sector
    Knowledge of competition, new cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IIoT, industry etc), country regulations that affect target markets
    Must have growth-oriented mindset and experience of working in the collaborative environment
    Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all level
    Ability to network, create and build strong relationships senior executive relationships
    Excel in presenting business value proposition, solutions/benefits of complex technology in easy-to-understand business language


    EXPERIENCE:
    Minimum 6 years of relevant Sales Experience and preferably few years in Security Industry.
    Account Management certification such as SPIN or TAS would be highly regarded.
    Sales Based Certifications
    Security Certification
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