Channel Account Manager

Discover Trend
- 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.
- Discover your next exciting career opportunity.Channel Account Manager, Paris

Optimized for leading environments, including Amazon Web Services, Microsoft®️, and VMware®️, our layered solutions enable organizations to automate the protection of valuable information from today’s threats. Our connected threat defense enables seamless sharing of threat intelligence and provides centralized visibility and investigation to make organizations their most resilient.

With over 7,000 employees in 50 countries and the world’s most advanced global threat research and intelligence, Trend Micro enables organizations to 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 Regional 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.
- Enab_
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- 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 of Trend Micro sales forecasting, account plans and customer relationship tools.
- Prepare professional proposals having thoroughly understood the customer requirements and established the relevant business solution.

Skills and Experience
- Demonstrable expertise and knowledge of the channel and partner community in Denmark & wider Nordic region with a history of managing and selling into those partner accounts.
- A pattern of quantifiable success in chan