Greenfield Account Manager

TrendMicro; Johannesburg; On-site; ZAR 900,000 - 1,300,000; Full time

Job summary

TrendMicro’s TrendAI unit seeks a Greenfield Account Manager in Johannesburg to drive new client acquisition and secure logos within the assigned territory. You will collaborate with Technical, Channel, and Marketing teams to develop and execute targeted sales campaigns, build trusted relationships with senior stakeholders, and exceed revenue targets.

You will act as a trusted advisor, articulating the value proposition of TrendAI’s security solutions and services to customers, while expanding

Qualifications

• Minimum 6 years of relevant sales experience, preferably in security.
• Proven ability to acquire new logos and grow territory.
• Strong knowledge of cybersecurity frameworks and partner ecosystems.

Responsibilities

• Identify and close net-new business opportunities to drive TrendAI adoption.
• Build and maintain a robust pipeline and forecast revenue.
• Engage CIO/CISO stakeholders with tailored value propositions.
• Collaborate with Pre-Sales, Marketing and Channel teams.

Skills

Account Management

Sales Experience

Cybersecurity Knowledge

Stakeholder Management

Salesforce

Education

SPIN/TAS Certification

Tools

Salesforce

Job description

Company Overview

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. Trusted by the largest enterprises and governments across 185 countries, TrendAI™ secures the entire organization, from identities to infrastructure to data. We embrace change, empower our people, and foster innovation in an increasingly connected world. Our diverse, multicultural workforce is at the heart of our global success.

Position Overview

The Greenfield Account Manager will be responsible for driving new client acquisition and securing new logos within the assigned territory. Working closely with Technical, Channel, and Marketing teams, the role focuses on developing and executing targeted sales strategies and campaigns, while building strong, trusted relationships with customers and key senior stakeholders. The Greenfield Account Manager is accountable for achieving and overachieving your sales target to contribute to the sales performance of your region. You will be the trusted advisor of TrendAI as you articulate and promote the company’s value proposition and services to customers.

Primary Responsibilities

• Identify, pursue, and close net-new business opportunities to drive adoption of TrendAI technologies and services.
• Hunter role focused exclusively on new logo acquisition and expanding TrendAI’s footprint within untapped accounts in the assigned territory.
• Increase market share by acquiring new customers and developing territory strategies for each product and service offering.
• Build and maintain a strong pipeline of prospective customers while developing and nurturing client relationships through proactive prospecting, networking, business development activities, and understanding clients’ business needs and requirements.
• Knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities.
• Work with relevant stakeholders (Pre-Sales, Marketing and Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams.
• Attain revenue goals per quarter allocation in line with BU goals.
• Develop relationships with our ecosystem of alliances or technology partners (AWS, Microsoft, VMware, Google).
• Knowledge of security frameworks like Zero Trust, SASE, UEBA, XDR and security platforms like SIEM and SOAR can be an added advantage.
• Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning.
• Communicate relevant information to stakeholders to facilitate decision making.
• Consult customers on cyber security initiatives and drive constant engagement from demos to post-implementation support.
• Lead and support any client meetings/calls.
• Hold and participate in the account review meetings to discuss claims customer experience, service performance and client feedback as well as possible future opportunities for CVP.

Secondary Responsibilities

• Exposure to both End Customer Environments and Channels.
• Selling value to CIO, and complex multiple customer scenario showcasing technical and sales expertise.
• Proven Account Management experience in the commercial sector.
• Knowledge of competition, new cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IIoT, industry etc.), country regulations that affect target markets.
• Must have growth-oriented mindset and experience of working in a collaborative environment.
• Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all levels.
• Ability to network, create and build strong relationships with senior executive relationships.
• Excel in presenting business value proposition, solutions/benefits of complex technology in easy-to-understand business language.

Experience

• Minimum 6 years of relevant sales experience and preferably few years in the security industry.
• Account Management certification such as SPIN or TAS would be highly regarded.
• Sales Based Certifications Security Certification.

Diversity & Inclusion

TrendAI strives to build an environment of equity and inclusion, which reflects diverse points of view. We welcome, value, promote, and celebrate diversity - the very experiences and attributes that make us who we are, including but not limited to race, ethnicity, nationality, gender, gender identification, sexual orientation, level of ability, age, religion, veteran status, socio-economic status, and political philosophy. We embrace change, empower people, and encourage innovation.