Job Overview

Job Title: Major Account Manager, Govt. (Defence & MHA)

Location: Delhi, Delhi
Job Type: Full-time

About Trend Micro:

Trend Micro, a global leader in cybersecurity, helps make the world safe for exchanging digital information. With decades of security expertise, global threat research, and continuous innovation, Trend Micro protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints. As a leader in cloud and enterprise cybersecurity, Trend Micro’s platform delivers advanced threat defense techniques optimized for environments like AWS, Microsoft, and Google, providing central visibility for faster detection and response. With over 7,000 employees across 65 countries, Trend Micro enables organizations to secure their connected world.

Position Overview:

The Major Account Manager (MAM) – Defence & MHA will focus on proactively selling Trend Micro products and services into government accounts. The role involves driving to meet and exceed sales quotas by engaging customers directly and collaborating with resellers and Global System Integrators.

Primary Responsibilities:

• Account Lead: Act as the primary lead for assigned accounts, focusing on the Client Value Proposition.

• Client Engagement: Work closely with clients to identify their needs, planned initiatives, and business directions. Serve as a trusted adviser on best practices and solutions to meet clients’ IT and cybersecurity goals.

• Support: Provide backup and support to client teams as required.

• Internal Collaboration: Partner with cross-functional teams (e.g., Technical, Regional Account Managers, Marketing) to understand customer goals and key performance metrics.

• Drive Opportunities: Proactively engage and drive opportunities with enterprise customers.

• Sales Forecasting: Develop and manage a reliable sales forecast, ensuring the disciplined use of sales tools and processes, including Trend Micro sales forecasting, account plans, and customer relationship tools.

• Industry Knowledge: Maintain a strong understanding of industry trends and competitive posture, particularly related to software products and services.

Secondary Responsibilities:

• Participate in industry conferences, trade shows, and seminars as required.

• Assist in the planning and execution of programs designed to promote Trend Micro’s activities.

• Maintain accurate and up-to-date information in MS D365.

Experience and Skills Required:

• Experience: 10-12 years in Account Management within Information Technology or Security solutions companies.

• Sector Experience: Proven experience in selling solutions to Defence, MHA, and Government sectors.

• C-Level Engagement: Ability to effectively engage with C-level customers.

• Cybersecurity Knowledge: In-depth knowledge of key cybersecurity, networking, and IT products and solutions, along with an understanding of top competitive solutions in the market.

• Solutions Knowledge: Strong understanding of on-premise and airgap solutions is preferred.

• Sales Success: Track record of quantifiable success in large account management and sales strategies.

• Education: A Bachelor’s degree in Engineering, IT, or Management with equivalent work experience.

Why Trend Micro?

• Equity & Inclusion: Trend Micro strives to create an environment of equity and inclusion, celebrating diverse points of view.

• Culture: The company values diversity and encourages innovation, embracing change, empowering people, and fostering a collaborative work environment.

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