Channel Account Manager, Public Sector

Trend Micro

About The Position

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. TrendMicro.com Position Summary: The Public Sector Channel Manager will lead Trend Micro’s U.S. public sector channel strategy, focusing on federal, state, and local government markets. This role is responsible for driving revenue growth through strategic partnerships with resellers, distributors, and service providers that specialize in public sector accounts. The position requires a strong understanding of government procurement processes, compliance requirements, and partner ecosystems to deliver measurable results.

Requirements

7+ years in channel sales or partner management roles, with a focus on public sector markets.
Proven success in building and scaling partner ecosystems and achieving revenue targets in government segments.
Strong understanding of federal, state, and local procurement processes and compliance frameworks (e.g., FedRAMP, ITAR).
Excellent communication, negotiation, and relationship-building abilities.
Analytical mindset with the ability to interpret data and drive strategic decisions.

Responsibilities

Channel Strategy & Execution Develop and implement a comprehensive public sector channel strategy aligned with corporate objectives.
Define go-to-market plans for public sector partners, including enablement programs and compliance frameworks.
Partner Development & Management Recruit, onboard, and grow strategic partners serving federal, state, and local government agencies.
Build strong relationships with partner executives and technical teams to drive joint success.
Negotiate partner agreements and ensure adherence to government compliance standards.
Revenue Growth & Performance Drive measurable revenue through partner-led initiatives and joint programs targeting public sector opportunities.
Monitor KPIs, analyze performance metrics, and adjust strategies to achieve growth targets.
Cross-Functional Collaboration Work closely with Sales, Marketing, and Product teams to ensure alignment on public sector objectives.
Collaborate on co-marketing campaigns and joint business plans with partners.
Leadership & Enablement Serve as a subject matter expert on public sector procurement and compliance requirements.
Provide training and enablement resources to partners to accelerate success in government markets.