New-Logo AI Security Account Manager

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

Job summary

TrendAI, the global AI security leader and enterprise unit of Trend Micro, seeks an experienced Greenfield Account Manager to drive new logos and expand in untapped territory. You will collaborate with Technical, Channel, and Marketing teams to craft targeted sales strategies and build trusted executive relationships with CIOs and CISOs.

Key focus areas include developing territory plans, managing a robust pipeline, and achieving quarterly revenue goals.

Qualifications

• Minimum 6 years of relevant sales experience, preferably in security.
• Account Management certification such as SPIN or TAS is a plus.
• Sales based certifications and security certifications are desirable.
• Experience in direct new logo acquisition and enterprise sales is preferred.

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 revenues 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 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 till 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
• 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 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 the collaborative environment
• Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all level
• Ability to network, create and build strong relationships senior executive relationships
• Excel in presenting business value proposition, solutions/benefits of complex technology in easy-to-understand business language

Job description

TrendAI, the global AI security leader and enterprise unit of Trend Micro, seeks an experienced Greenfield Account Manager to drive new logos and expand in untapped territory. You will collaborate with Technical, Channel, and Marketing teams to craft targeted sales strategies and build trusted executive relationships with CIOs and CISOs.

Key focus areas include developing territory plans, managing a robust pipeline, and achieving quarterly revenue goals.