Major Account Manager, Federal Sales

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:

As a Major Account Manager, you are focused on penetrating accounts to sell Trend Micro security solutions into the United States’ Federal government and associated agencies. You are a “hunter” with a results-oriented mindset and a passion for over-achieving sales targets while exceeding customer expectations. Your position includes selling and/or expanding Trend Micro’s presence in the US government including through Federal programs by leveraging the defense industrial base and systems integrators. Additional responsibility includes up-selling and/or expanding Trend Micro’s current install base to other products or product lines. You play a key role by influencing government prospects to buy Trend Micro solutions in this highly competitive security sale. To be successful, you need to understand and navigate accounts, fully understanding all aspects of complex selling in an enterprise technology market. The position requires significant entrepreneurial thinking, account penetration and presentation skills, and face-to-face client and prospect calls while working closely with product SME’s and professional services.

Responsibilities:

• Exceeds quota leveraged on new agency capture and growing existing client footprint

• Develops corporate contacts and cultivates relationships at all levels that enhances Trend Micro’s position, which leads to incremental business within the designated account

• Compiles account information on organizational structure, the buying process, compensation process, existing products/tools to produce a prospective business report identifying potential business activities necessary to close client accounts

• Generates, develops, manages, and communicates expectations within assigned accounts as well as increases scope of penetration within an assigned account

• Qualifies new opportunities and prospects, dimensions the size of opportunities and articulates probabilities of closure

• Maintains complete and accurate documentation in Sales Force of all activity

• Cultivates a broad knowledge of company products and their capabilities versus the strengths/weaknesses of competitive products

• Establishes a close working relationship with Trend Micro’s product personnel to know product future needs and timing as well as feedback, concerns, and requests from customers and prospects

• Negotiates pricing and implementation and prepares proposals

• Works closely with account management and support teams to service and maintain current clients

• Assists as a knowledge expert for government needs, regulatory requirements, and certifications

• Travel up to 25%

Candidate Experience and Requirements:

• 10 + years selling to large Commercial Accounts and specific verticals

• 5+ years selling into and direct experience with the United States’ Government and/or Public Sector Government accounts

• 3+ years selling into the United States’ defense industrial base and/or systems integrators

• Working knowledge and experience with United States’ federal contract vehicles and procurement process from a Sales perspective

• Preferred sales experience in selling security solutions and services or an enterprise-wide product to high level asset owners

• Proven track record of meeting quarterly and annual sales and profitability objectives for the previous 4 years

• Proven track record of selling to executive and field C- level customers or Government Executives and Directors

• Proven track record with penetrating and opening new accounts

• Demonstrable success in driving highest levels of Customer Experience

• Extensive networks with relationships in the United States Government and Defense Industrial base

Competencies:

• Build and develop key executive relationships across multiple business units (Security, Data Center, IT)

• Develop and execute monthly, quarterly and annual account plans through superior account management skills

• Penetrate the account to stay current on all activity and maximize sales volume by increasing size and length of the sales deal

• Sell solutions strategically to all levels within the Government, defense industrial base, and systems integrators

• Negotiate pricing and implementation for complex sales including multiple products and services to accounts with multiple subsidiaries in multiple locations

• Manage cross-functional teams, clarify roles and responsibilities, and boost collaboration

• Forecast sales volume and personnel requirements

• Deliver and present persuasive presentations to audiences of all sizes and levels

• Communicate effectively at meetings, providing presentations, and in written documents

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.

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