• Regional Account Manager Catalunia

    Job ID
    2019-21732
    Location
    ES-28-Madrid
    Country
    Spain
  • Overview

     

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    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.

     

    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 recognised for your passion to succeed, and can be the best part of yourself here.

     

    Discover your next career opportunity with Trend Micro the leader in IT Security Software.

     

    Regional Account Manager (RAM) Catalunia 

     

    The role: You will be responsible for generating and closing new business opportunities in accounts with greater than 500+ employees. You are a “hunter” and have a results-oriented mindset with a passion for over-achieving sales targets while exceeding customer expectations. You will be playing a key role by influencing prospects to buy Trend Micro solutions in this highly competitive security sale. To be successful in this position you will fully understand all aspects of complex selling in an enterprise technology market.

     

    The Responsibilities

    • Develops strong relationships with customer contacts at executive level to gain insight into the business imperatives and IT drivers enabling development of a strategy to sell Trend Micro solutions.
    • Focuses on the strategic nature of the relationship and builds long term value for the client and sustainable success for Trend Micro.
    • Works independently to determine the best approach for achieving personal and company goals.
    • Works under general direction toward predetermined short and long term goals.
    • Understands the client supplier ecosystem and builds partnerships where appropriate to deliver against objectives.
    • Sells the organization’s products and/or services through a consultative selling approach and maintains good relationships with key individuals within named accounts.
    • Responsible for expanding and retaining the client while ensuring ongoing excellent customer service.
    • Primary sales point-of-contact for the account, representing the organization to the customer and the customer to the organization.
    • Drives quarterly business reviews with selected customers to ensure value from Trend Micro investment.
    • Ensures customer is kept up to date with Trend Micro product roadmaps enabling the customer to plan and mitigate risks to their business.
    • Develops strategies and orchestrates company resources to maximize sales volume within assigned accounts.
    • Effectively engages and builds cooperative relationships with sales resources: SE, Channel, Specialist sales team and executives as required.
    • Actively builds networks with contacts and partner companies that can contribute to Trend Micro’s success.
    • Identifies and qualifies opportunities, developing and executing the sales process.
    • Maintain a robust sales pipeline.
    • Work with partners to extend reach & drive adoption.
    • Responsible for account penetration and balanced sales growth.
    • Responsible for meeting assigned Sales Quota.
    • Meets or exceeds discount/profit margin goals.
    • Provide accurate forecasts and reports on activity and sales performance as and when required by management.
    • Ensure full compliance with all internal processes.
    • Expect moderate travel

    You Are

    • Fluent in both written and spoken Spanish.
    • Excellent in English skills.
    • Strong in verbal and written communication skills.
    • Results-oriented with a passion for over-achieving sales targets.
    • Self-driving and highly-motivated.

    You Have

    • Proven track record of sales experience in hi tech industry (preferably software) developing strategic customer relationships.
    • High levels of achievement against quota and experience selling to the executive level customer, preferably in the high-tech industry.
    • Proven ability to articulate a portfolio sales across products, solutions and services.
    • Security sales experience is an advantage
    • Demonstrates strong sales skills and high level of technical and business acumen in both our industry and industry being sold into.
    • Demonstrates a breadth and depth of knowledge arrived through exposure to complex business situations.
    • Extensive successful demonstrable experience in a field sales role.
    • Strong verbal and written communications skills
    • Direct field experience in working with end user accounts

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