Trend Micro · 2 days ago

Major Account Manager, DoD

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

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Cloud SecurityCyber Security

Culture & Values

No H1B

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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%

Qualification

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Sales to large accountsSelling to government accountsDefense industrial base experienceFederal contract vehicles knowledgeSelling security solutionsExecutive relationship buildingAccount management skillsCustomer experience managementSales forecastingCross-functional team management