About the Role
Join Trend Micro as a Strategic Partner Manager and collaborate with our Partner community to provide a holistic and outstanding experience to customers.
You will be the face of Trend Micro to our most critical partnerships and be motivated by delivering experiences that demonstrate clear proof of value for partnering with Trend Micro.
Your role involves executing plans, listening to partners, and developing strategic outcomes that grow partner business, education, and branding.
Responsibilities
Establish senior management relationships within the strategic partner base.
Develop mutual business plans that focus on increasing revenues for Trend and the partners; work collaboratively with Channel Account Managers and Regional Account Managers to build existing partner relationships.
Deliver regular presentations to key stakeholders, including senior management, sales managers and account managers.
Build and execute key Trend Micro channel initiatives and incentives.
Drive key Trend Micro and partner activities to achieve profitable sales growth.
Show extensive understanding of partner business models.
Drive key sales opportunities and establish sales management/account management relationships.
Ensure the building and maintenance of a constant/future partner revenue pipeline.
Recruit partners to the Trend Partner program.
Identify and target partner organizations as new prospects.
Prospect directly for target partner accounts.
Secure additional partners to join Trend Micro's Affinity partner program in the specified region.
Engage
Engage with partners at all levels to increase awareness of Trend Micro's value proposition, including partner principles, sales, marketing, procurement, and support teams.
Proactively engage and drive opportunities with Trend Micro Affinity partners.
Present Trend Micro partner programs, incentives, and reward programs to all partners.
Develop, present, and execute Trend Micro partner programs.
Enable partners through facilitation of training on products and solutions.
Coordinate partner sales and technical teams with Trend Micro.
Exhibit exemplary communication skills, engaging effectively with stakeholders at all levels both within the organization and externally.
Demonstrate capacity to convey complex information with clarity and professionalism, fostering collaboration and alignment across diverse audiences.
Enable
Facilitate technical and sales training and certification for partners; work closely with distribution stakeholders to maximize leverage of their resources toward Trend Micro's overall objective.
Represent Trend Micro and the partner program, selling products and services in an assigned territory.
Implement channel partner sales strategy, meet sales targets, and ensure customer satisfaction in alignment with company policy and goals.
Contribute to the development of Trend Micro's partner sales strategy on a practical and conceptual basis.
Share sales account strategies with partners and partner representatives for mutual benefit.
Handle negotiations and overcome objections with customers and partners.
Identify and develop business opportunities directly and with partner representatives.
Deliver impactful presentations, effectively representing Trend Micro's business and value proposition, and differentiation in the market.
Manage a reliable forecast and disciplined use of Trend Micro sales forecasting, account plans, and customer relationship tools.
Prepare professional proposals by thoroughly understanding customer requirements and establishing relevant business solutions.
Maintain sound knowledge of industry trends and competitive posture of Trend Micro and other industry leaders regarding software product offerings and support services.
Coordinate marketing, sales, and technical support to ensure a high level of customer satisfaction.
Liaise with pre-sales engineers on customer presentations and demonstrations.
Skills and Experience
Prior experience in enterprise sales or channel management.
Knowledge of the IT industry with a clear understanding of SaaS.
Enthusiastic and personable demeanor.
Proven ability to develop critical relationships and be trusted.
Self-discipline and time-management skills.
Demonstrated success in managing a detailed strategy across enterprise end-user/channel environments.
All successful candidates will be required to undergo a background check and national police check.
Benefits
Trend Micro takes employee wellbeing seriously.
You will have access to medical insurance, mental health support through our Employee Assistance Program, yoga and meditation sessions, gym reimbursements, paid parental leave, and more.
EEO and Inclusion
At Trend Micro, we embrace diversity, equity, and inclusion.
We are committed to building and supporting an inclusive workforce that truly reflects our global business and encourages people from all backgrounds to apply.
We're proud to be recognized as a Great Place to Work.
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