• (Senior) Channel Account Manager

    Job ID
  • Overview

    Discover Trend
    Since 1988, Trend Micro has been an internet security pioneer tackling an expanding malware landscape. When you join Trend, you join a unique global family with more than 25 years of history, marked by an entrepreneurial spirit and vision that has assured our products are always on the cutting edge in a very competitive field. The company established its EMEA Operations Centre in Cork in 2003 and employs approximately 250 people across the following functions: Centralised Sales, Technical Support, Customer Operations, Information Services, Financial Services, Human Resources and Corporate Social Responsibility. 



    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. We expect leadership, not management. With Trend Micro, you drive your own development. We encourage thought leadership and advocate internal opportunity. Trend is like nowhere else. We embrace all of our differences and are motivated by challenge. We’re not just all about the money. You are recognized for your passion to succeed and can be the best part of yourself here.

    Discover your next exciting career opportunity in Munich, Germany as


    (Senior) Channel Account Manager

    Your role:

    The aim of this role is to drive partner success by managing and developing all aspects of the partner relationship to drive revenue for Trend Micro across Germany. The Senior CAM will be specifically responsible for ensuring sales and channel partner alignment. This role is responsible for growing market share in Germany by communicating and executing a clear vision and focus for the partnership in the Hybrid Cloud- and Networking Security space, executing a solid and aggressive partner development strategy and driving incremental revenue opportunities through the development of joint solutions.


    • Develop strong C-level relationships with managed partners to drive dedication to Trend Micro products and solutions.
    • Grow net new partner revenue through joint business, pipeline and forecast planning and execution.
    • Collaborate closely with sales colleagues and leadership on partner business opportunities and escalations.
    • Pipeline management & forecasting across Partner co-sell opportunities.
    • Use cross-functional teams of specialists to drive enablement and marketing activities for partner training and marketing execution activities.
    • Establish and form relationship and alignment with the Trend Micro regional sales teams.
    • Ensure customer happiness by coordinating Trend Micro and Partner resources throughout the sales cycle.
    • Grow contribution of our partners improving capabilities required to sell the entire Trend Micro portfolio.

    The Responsibilities

    • Enable successful Partner go-to-market collaboration. Working with the regional sales team to execute joint solutions sales strategies and readiness plans as well as bring to bear joint assets in order to maintain a pipeline of opportunities
    • Execution of sales strategies and plans needed to support sales success through key business partners
    • Understand and implement plans for channel sales effectiveness
    • Close collaboration with regional Trend Micro teams to ensure sales alignment
    • Develop strategic plans for partner relationships to drive pipeline and exceed bookings targets
    • Conduct regular pipeline management with partners, portfolio planning, sales coaching, forecasting and QBRs
    • Develop a keen understanding of Trend Micro’s business objectives
    • Organize partnership business planning and execution (including marketing, sales skills development, product, services and customer territory planning) to achieve set objectives
    • Orchestrate resources to support partners and help strengthen relationships with Trend Micro including: ensuring all Trend Micro sales teams and system engineers are engaged and providing appropriate deal support; organizing training; ensuring participation in marketing and partner programs
    • Drive sales execution through the partner by enabling and influencing (enable, co-sell, etc.)
    • Monitor and provide insight into named partners’ business and technical service capability, financial results and investment in selling our products and services
    • Drive development of partner services offerings to support Trend Micro & increase profitability
    • Represent Trend Micro at partner events in the region, including holding presentations

    You Are

    • strongly dedicated to teamwork and to the growth and success of Trend Micro
    • able to communicate the value proposition in terms of understanding both, partners’ and customers’ business needs
    • an excellent facilitator and communicator (written and oral)
    • fluent in German and English

    You Have

    • Demonstrable experience either as Channel or Partner Account Manager in a high tech, indirect sales and procurement environment with a demonstrated track record of success in driving adoption of technology
    • Extensive account management experience, preferably with some experience handling large and / or strategic partner accounts
    • Deep understanding of Cyber Security technologies and the current direction of industry
    • Strong ability to build and use relationships with partners as well as internal end customer field sales, SEs, inside sales and marketing teams
    • Planning and financial skills including business planning, pipeline management and forecasting
    • Understanding of partner economics, business models and motivations for customer success
    • Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching and timely execution/follow-up
    • Ability to present, sell and close within a sales environment on C-level
    • Excellent presentation and communication skills at all levels – both internally and externally


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