Account Manager

About TrendAI and the Role

TrendAI, the enterprise business unit of Trend Micro, is a global leader in AI security. The company provides organizations with comprehensive AI visibility and consolidated security solutions designed to enhance confidence, drive innovation, and mitigate risks. TrendAI is seeking an Account Manager to join their team in Riyadh, Saudi Arabia. This is a full-time position for professionals with 5-10 years of experience.

Role Overview

The Account Manager will focus on proactively building new client relationships and expanding assigned territories within Saudi Arabia. This involves close collaboration with technical, channel partner, and marketing teams to develop selling strategies and campaigns. The primary objective is to build trusted relationships with customers and their senior representatives, achieving and exceeding sales targets for the assigned region. The Account Manager will serve as a trusted advisor, articulating and promoting Trend Micro’s value proposition and services to clients.

Key Responsibilities

• Identify and proactively target prospects and existing clients to drive the adoption of Trend Micro technologies and services.
• Increase market share within defined territory objectives and develop market strategies for each product and service.
• Connect with CIO/CISO contacts to create and grow opportunities within the assigned territory.
• Collaborate with relevant stakeholders (Pre-Sales, Marketing, and Sales Head) to deliver value propositions to Channel CEOs and associated sales and technical teams.
• Attain quarterly revenue goals in line with Business Unit objectives.
• Develop relationships with alliance and technology partners such as AWS, Microsoft, VMware, and Google.
• Document and maintain all account information in Salesforce for opportunity management, accurate revenue forecasting, and account planning.
• Communicate relevant information to stakeholders to facilitate decision-making.
• Build and maintain client contacts and relationships by understanding their business and requirements.
• Consult customers on cybersecurity initiatives and drive engagement from demonstrations through post-implementation support.
• Lead and support client meetings and calls.
• Participate in account review meetings to discuss customer experience, service performance, client feedback, and potential future opportunities.

Qualifications and Experience

• Minimum of 5 years of relevant sales experience, with a preference for several years in the security industry.
• Account Management certifications such as SPIN or TAS are highly regarded.
• Sales-based certifications.
• Security certifications.
• Exposure to both end-customer environments and channels.
• Proven ability to sell value to CIOs and manage complex, multiple-customer scenarios, demonstrating technical and sales expertise.
• Demonstrated Account Management experience in the commercial sector.
• Knowledge of competitors, new cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IIoT, industry, etc.), and country regulations affecting target markets.
• Must possess a growth-oriented mindset and experience working in a collaborative environment.
• Ability to collaborate across various functions, including technical, marketing, and channel teams, to ensure customer success.
• Strong networking skills and the ability to create and build senior executive relationships.
• Proficiency in presenting business value propositions, solutions, and benefits of complex technology in clear, business-oriented language.

Work Environment

This full-time position is based in Riyadh, Saudi Arabia, and involves working within a collaborative team environment focused on cybersecurity innovation and client success.