Regional Account Manager

TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.
 
At TrendAI™, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.
 
AI Fearlessly.

Trend Micro: Securing Your Journey to the Cloud

Trend Micro, the world’s largest independent security software company, strives to make the world a safer place by protecting digital information.  Our solutions for consumers, businesses and governments provide layered security to protect information on mobile devices, endpoints, gateways, servers and the cloud.  Trend Micro enables the smart protection of information, with innovative technology that is simple to deploy and manage, and security that fits an evolving ecosystem.  Our solutions are supported by over 5000 employees in over 50 countries and powered by the world’s most advanced cloud-based global threat intelligence, the Trend Micro™ Smart Protection Network™.

In this role you will own a specific portfolio of national government accounts, selling cybersecurity solutions through our channel ecosystem of distributors and integrators. These are long-cycle, high-impact engagements with entities that operate critical national infrastructure, and the role carries a new-business quota. Success in this role depends on two things at once: covering the territory with discipline and being present in the largest opportunities long before a tender is published — in market studies, in technical specification discussions, and across the technical and executive layers of each entity.

Responsibilities:

• Own the full sales cycle across your portfolio of national government accounts, from early engagement through award and implementation handover.
• Maintain accurate forecasting and pipeline hygiene, with particular discipline on large, concentrated opportunities.
• 5+ years' experience of network security sales.
• Build and maintain relationships at both executive and technical deputy-director level, recognizing that leadership rotates with political cycles.
• Engage in public procurement processes end to end, including pre-tender market study and technical specification stages.
• Develop and defend multi-year opportunities above USD 1M, working alongside pre-sales engineers and partners.
• Strong negotiation and closing skills including a demonstrated ability to manage a complex sales cycle to closure.
  

Desired Education, Experiences & Skills:

• Proven record of closing large enterprise network security transactions ($100k-1M+).
• Proven experience selling technology to Colombian public sector entities, with hands-on knowledge of SECOP and national procurement processes.
• Active relationships inside national government entities at technical decision-making level.
• Experience selling through a two-tier channel model with distributors and integrators.
• Background in cybersecurity or enterprise infrastructure, with platform-level solution knowledge.
• Experience with the defense and security sector: Armed Forces, National Police, Air Force, Navy and their associated entities, where procurement processes, clearance requirements and buying cycles differ from civilian agencies.
• Experience displacing an incumbent vendor in a public tender.
• Native Spanish and working English for regional interaction.
• To be successful in this role, you will need to:
  • Have strong qualification skills and can motivate prospect
  • Be able to develop new pipeline opportunities
  • Be able to exceed individual quarterly quotas

Trend Micro provides equal employment opportunity for all applicants and employees. Trend Micro does not unlawfully discriminate on the basis of race, color, religion, sex, pregnancy and childbirth or related medical conditions, national origin, ancestry, age, physical or mental disability, medical condition, family care leave status, veteran status, marital status, sexual orientation, or gender identity.