Channel Account Manager, Gsi

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- Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fueled by decades of security expertise, global threat research, and continuous innovation, Trend Micro's cybersecurity platform protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints. As a leader in cloud and enterprise cybersecurity, the platform delivers a powerful range of advanced threat defense techniques optimized for environments like AWS, Microsoft, and Google, and central visibility for better, faster detection and response. With 7,000 employees across 65 countries, Trend Micro enables organizations to simplify and secure their connected world. For additional information, visit- Discover You
At Trend, we are always looking for top talent. We hire capability 1st, and you will work with the best. When you join us, you have direct access to any level, and freedom to make an impact and influence. With Trend Micro, you drive your own development. You are recognised for your passion to succeed, and can be the best part of yourself here.

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Channel Account Manager, GSi

Location - Milan or Rome, Italy

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fuelled by decades of security expertise, global threat research, and continuous innovation, our unified cybersecurity platform protects over 500,000 organizations and millions of individuals across clouds, networks, devices, and endpoints.

Trend Vision One delivers advanced threat defence techniques, extended detection and response (XDR), and integration across the IT ecosystem, including AWS, Microsoft, and Google, enabling organizations to better understand, communicate, and mitigate cyber risk.

Our Trend global threat research team delivers unparalleled intelligence and insights that power our cybersecurity platform and help protect organizations around the world from 100s of millions of threats daily.

We have 7,000 employees across 65 countries, singularly focused on security and passionate about making the world a safer and better place.

Trend enables organizations to simplify and secure their connected world.

Position Overview

Key Responsibilities
- Establish senior management relationships within the strategic partner base.
- Develop mutual business plans that focus on increasing revenues for Trend and the partners, working collaboratively with Channel Account Managers and Account Managers to build existing partner relationships
- Regular presentations to key stakeholders, including senior management, sales managers and account managers.
- Build and execute key Trend Micro channel initiatives/incentives.
- Drive key Trend Micro and partner activities to achieve profitable sales growth.
- Extensive understanding of the partners ‘Business Models’.
- Drive key sales opportunities and establish sales management/account management relationships
- Ensure the building and maintain a constant/future partner revenue pipeline.
- Engage & Recruit_
- Identify, prospecting and the recruitment of partners to the Trend Partner program.
- Identify areas of opportunities to secure additional partners to become a part of Trend Micro’s Affinity partner program in the specified region
- Engaging with partners at all levels to increase the awareness of Trend Micro’s value proposition - including partner principles, sales, marketing, procurement and support teams.
- Proactively engage and drive opportunities with respective Trend Micro Affinity partners.
- Present Trend Micro partner programs, incentives and reward programs to all partners.
- Enable partners through the facilitation of training on products and solutions.
- Coordinate partner sales and technical teams and Trend Micro.
- Enable_
- Facilitate technical and sales training and certification for partners. Work closely with distribution stakeholders ensuring maximum leverage of their resources toward Trend Micro’s overall objective.
- Responsible for professionally representing Trend Micro and the Trend Micro partner program and selling its products and services in an assigned territory.
- Implement channel partner sales strategy, meet sales targets and ensure customer satisfaction in a manner consistent with company policy and goals.
- Contribute on a practical and conceptual basis to the development of Trend Micro’s partner sales strategy.
- Where appropriate share sales account strategies with partner and partner representative 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.
- Develop and manage a reliable forecast and ensure disciplined use