Channel Marketing Manager - Services

Trend Micro

8d•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. About the Role TrendAI™ is hiring a Channel Marketing Manager embedded within US Channel Marketing and serving as the strategic marketing partner to the Director of MSP Growth Strategy. This position also collaborates with the service provider partner ecosystem which spans Managed Service Providers (MSP), Managed Security Service Providers (MSSP), and Digital Forensics and Incident Response (DFIR) teams who deliver proactive, layered security services through TrendAI's™ partner-centric platform. This role is best suited for an extremely strategic thinker and creative problem solver. The person in this seat needs to understand what meaningfully differentiates MSP, MSSP, and DFIR partners and their buying behavior, business models, and go-to-market needs. Then use that understanding to make real prioritization calls: which partner segments and events deserve investment, how engagement should differ across partner types, and how channel marketing decisions ladder up to shared revenue and growth goals with the business. This person will act as a thought partner to service provider sales/BD leadership, not just a request-taker.

Requirements

5-8 years of channel or partner marketing experience, ideally in cybersecurity or B2B SaaS
Demonstrated experience marketing to or through MSP, MSSP, and/or DFIR partner types, with a clear grasp of how these segments differ
Experience in synthesizing varying service partner GTM structures (across market segments) and developing custom co-sell and campaign strategies with strategic partners
Strong strategic and analytical thinking; comfortable making prioritization calls (event investment, partner segment focus, budget allocation) with imperfect information
Experience managing MDF/MBI budgets, deal registration programs, and partner incentive/SPIF structures
Track record of operating as a strategic partner to sales/BD leadership, not solely an execution resource
Excellent written communication skills, with experience producing partner-facing content (i.e. print collateral, webinars, etc.)
Experience with CRM platforms (Microsoft Dynamics 365 or similar)

Nice To Haves

Familiarity with the TrendAI™ portfolio or the broader cybersecurity industry
Experience developing long-form nurture cadences for partner lead development
Experience evaluating and selecting event/conference participation based on partner ROI
Experience supporting live partner enablement events or simulations (e.g., cyber-crisis simulation programs)

Responsibilities

Own the channel marketing strategy and go-to-market plan for the service provider partner ecosystem (MSP, MSSP, DFIR), making prioritization calls grounded in shared business goals with partners
Act as a strategic thought partner to the Director of MSP Growth Strategy - bringing data-driven recommendations, not just executing requests
Build and maintain a clear point of view on how MSP, MSSP, and DFIR partner types differ in buying motion, service delivery model, and enablement needs, and tailor marketing approach to each accordingly
Make strategic decisions on which industry events, conferences, and partner engagements to invest in based on ROI and fit with service provider priorities
Represent channel marketing in service provider segment planning, QBRs, and roadmap discussions
Design and execute co-marketing programs, MDF/MBI plans, and campaigns tailored to MSP, MSSP, and DFIR partners
Build differentiated partner enablement assets: one-pagers, email nurture series, battle cards, and sales kits
Own SPIF and partner incentive program design for the segment, tying incentive structures back to deal registration and partner-sourced pipeline goals
Support recruitment and onboarding enablement for new service provider partners
Track and report on campaign performance, partner-sourced pipeline, and deal registration metrics across partner types
Partner with Sales Ops and CRM teams (Dynamics 365) to ensure accurate partner-type data and reporting