Enterprise Account Manager

TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.

At TrendAI™, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.

AI Fearlessly.

Responsibilities:

• Understand and position the TrendAI platform to support and solve customer business needs, using a consultative, insight-led approach and building trusted relationships with key stakeholders across named and prospect accounts.
• Qualify and progress opportunities using MEDDPICC — clearly identifying Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition on every deal of scale.
• Lead quarterly business reviews with key customers, demonstrating realised value from their TrendAI investment and aligning them to our product roadmap so they can plan and mitigate risk proactively.
• Develop account strategies and orchestrate internal resource — SE, Channel, Specialist sales, and executives — to maximise sales volume and deal quality within your patch.
• Maintain a rigorous, accurately forecast pipeline with full adherence to internal sales process and hygiene standards.
• Provide clear, evidence-based forecasts and performance reporting to management.

You are:

• Proven track record of sales experience in the Commercial / Private Sector (preferably in IT Security) developing strategic customer relationships.
• High levels of achievement against quota and experience selling to the executive level customer, preferably in the high-tech industry.
• Proven ability to articulate a portfolio sale across products, solutions and services.
• Demonstrates strong sales skills and high level of technical and business acumen in both our industry and industry being sold into.
• Demonstrates a breadth and depth of knowledge arrived through exposure to complex business situations.
• Extensive successful demonstrable experience in a field sales role.
• Direct field experience in working with end user accounts & partner network

You have:

• Minimum 3 years’ experience in a Regional Sales Account Management role.
• You possess strong written and verbal communication skills.
• Ability to engage at the C level in a business benefits discussion.
• Previous experience or exposure selling Enterprise Security Solutions.
• Previous experience working for a software vendor would be preferred.
• Previous experience in selling IT security/ Infrastructure/ Software would be an advantage.
• Proven ability to achieve sales quotas in target market by selling and closing complex solution to end customers.
• Fluent in both written and spoken English.
• Strong in verbal and written communication skills.
• Results-oriented with a passion for over-achieving sales targets.
• Self-driving and highly-motivated.

Originally posted on Himalayas