XSP Channel Account Manager

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information across enterprises, governments, and consumers.

Fueled by decades of security expertise, global threat research, and continuous innovation, Trend harnesses AI to protect organizations and individuals across clouds, networks, devices, and endpoints.

The Trend Vision One™ enterprise cybersecurity platform accelerates proactive security outcomes by predicting and preventing threats across the entire digital estate and environments like AWS, Google, Microsoft, and NVIDIA.

Proactive security starts here.

The MSP ‘Hunter’ Channel Account Manager (CAM) plays an important role in managing and growing Trend’s Service Provider business by recruiting, enabling, and driving growth with MSP partners. The MSP ‘Hunter’ CAM will be responsible for contribution to the full partner journey and achievement of revenue targets, with a prioritized focus on identification, qualification, and onboarding of prospective partners.

Responsibilities will be around our team's three pillars;
Land, Nurture & Expansion. The ‘Hunter’ CAM role will be particularly focused on the Land and Nurture aspects of the partner journey.

• Outbound - Prospect and develop new potential partners using aligned sales strategies to qualify and track leads, identifying key contacts, placing calls to establish business relationships.
• Timely follow-up on all in-bound opportunities within assigned territory
• Achieve team recruitment targets
• Onboard and enable new partners in acceleration of partner’s time to consistent transaction

• 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
• Assist with driving pipeline, sales qualification, and closing of business
• Define and deploy business plans to deepen partner commitment, reviewing and re-assessing quarterly.

• Coordinate with team members on execution of the partner lifecycle
• Establish self-driven priorities and schedules to meet team goals, consistently
• Ability to complete duties as assigned by Management
• Ability to work in a fast-moving environment, to prioritize effectively to think big picture, and to use good judgment in resolving difficult issues

• Minimum 4 years sales experience in security software, and/or services, with maintained security service providers (MSP, MSSP, MDR, aggregators, etc.) relationships
• Strong communication and listening skills -- ability to establish rapport over the phone and in-person, build credibility quickly, and clearly articulate a value proposition
• Strong ICP identification and discovery capability, with proven ability to map product value to partner GTM
• Ability to conduct high-level solution platform overviews tailored to partner challenges
• Experience with sales automation tools, particularly Outreach desired
• Strong time management and ability to multi-task; takes initiative and follows through
• Strong work ethic and commitment to integrity
• College degree preferred
• Up to 25% travel required

You're important to us. What matters to you, matters to us too. Trend Micro provides benefit options for you and your family. Here some of the top-rated benefits that employees enjoy today:

• Comprehensive health benefits and paid time off package
• Pre-partum, maternity, parental, medical leave and adoption assistance
• Mental Health Wellness Program & Annual Wellness Incentive
• 401(k) with company match
• Pet Insurance
• Collaborative and innovative culture

We are committed to fostering a professional, respectful, and inclusive work environment that promotes collaboration and high performance. We value diverse backgrounds and perspectives and welcome candidates who bring unique strengths and experiences. If you’re excited about this role and believe you can contribute and grow with us, we encourage you to apply.