Regional Account Manager

Position Summary

In this remote role, you will be responsible for generating and closing new business opportunities (Whitespace) within your existing customer accounts within the Sacramento area of California. You are a relationship-driven seller with a 'farmer' mindset, experienced in engaging C-level audiences and key stakeholders across InfoSec, SOC, and Cloud. You have a strong background in Enterprise Security sales, including hunting for net-new logos, and bring a results-oriented approach with a passion for exceeding sales targets and customer expectations. You will be playing a key role by influencing your customer to buy Trend Micro portfolio in this highly competitive security sale. To be successful in this position you will fully understand all aspects of complex selling in an enterprise technology market.

Responsibilities:

• Proven record of closing large enterprise security/ enterprise cloud /enterprise SOC/ SaaS transactions.

• Develop and maintain detailed knowledge of Trend Micro products, services and processes.

• Create and maintain monthly product forecast as well as develop, manage and report on a sales report pipeline within the territory.

• Provide accurate weekly revenue forecasts, follow sound sales processes and steps including creating and implementing a strategic territory plan, and driving and overachieving aggressive revenue targets.

• Use and help in the development of new sales tools & presentation; report back changing market conditions to Management

• Develop and maintain senior level relationships within Regional Accounts.

• Schedule and lead Sales and Technical training Regional Account customers.

• Adhere to CRM, business systems and activity standards.

• Travel within your assigned territory as necessary.

• Work closely with channel reps in account mapping activities, participate in sales calls and host customer events on a monthly basis.

• Develop sales account plan and execute for current Channel and End Customers including working with Channel Partners / Cloud Alliances to identify and develop new business opportunities in your Install base.

Desired Education, Experiences & Skills:

• Proven record of closing large enterprise security transactions ($100k-1M+).

• Proven record of growing existing logos within an organization.

• Strong sales process and lead generation skills.

• 3+ years' experience of security sales or Enterprise Software Sales.

• Experience selling to CISO and Director of Security level contacts within an enterprise.

• Successful experience working with channels.

• History of extensive and consistent cold calling skills to develop pipeline.

• Strong negotiation and closing skills including a demonstrated ability to manage a complex sales cycle to closure.

• To be successful in this role, you will need to:

  • Have strong qualification skills and can motivate prospects

  • Be able to develop new pipeline opportunities

  • Be able to exceed individual quarterly quotas

  • Have experience in Sales Methodology, preferably MEDDPICC.

DEI Commitment:

Not meeting every single requirement? At Trend Micro, we're committed to fostering a diverse, inclusive, and genuine workplace. If you're enthusiastic about this position but find that your experience and background don't perfectly match every qualification listed in the job posting, we still encourage you to apply. You could very well be the ideal candidate for this position or others within our organization.

What We Offer You:

You're important to us. What matters to you, matters to us too. Trend Micro provides benefit options for you and your family.

• Comprehensive medical, dental and vision insurance

• Life insurance

• Short & Long Term Disability 

• Pre-partum, maternity, parental and medical leave

• Mental Health Wellness Program

• Adoption Assistance

• Wellness Incentive

• Pet Insurance

• 401(k) with company match

• Paid Time Off

• 14 Annual Holidays

• Tuition Assistance

• Employee Resource Groups

We offer competitive compensation with bonus opportunity tied to company performance, along with room to enhance your skills through ongoing learning and broad technological opportunities. Achieving work-life balance is a priority, complemented by team activities, fostering an environment rooted in equity, inclusion, and collaboration, that is reflected in both our culture and our work.

Be Passionate. Be Innovative. Be a Trender.

This position does not offer sponsorship for work permit applications or renewals, either now or in the future. Candidates must be authorized to work in the U.S. without the need for employment-based visa sponsorship, both currently and moving forward. The company will not sponsor applicants for U.S. work visa status for this role (including, but not limited to, H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT, or any other employment-based visa).

Trend Micro, Inc. is committed to fair and equitable compensation practices. The OTE (On-Target Earnings) for this role is USD $200,000.00. A candidate’s final compensation for this position will be determined by various factors to include, but not limited to relevant work experience, skills, and certifications.

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