xSP Channel Account Manager

Trend Micro•Irving, TX

10d•Onsite

About The Position

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. Position Summary: 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.

Requirements

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
Candidates must be authorized to work in the U.S. without the need for employment-based visa sponsorship, both currently and moving forward.

Nice To Haves

College degree preferred

Responsibilities

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