Strategic Account Manager (Government Sector)
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What you'll do
- Act as the account lead for assigned government accounts based on the Client Value Proposition
- Work closely with agency stakeholders to identify needs, planned initiatives, and national security/critical infrastructure priorities, acting as trusted adviser and advocate on best practices and solutions to address the agency's cybersecurity and operational technology goals
- Navigate government procurement processes (e.g. GeBIZ tenders, panel arrangements) and ensure compliance with government security and data classification requirements
- Provide back up and support to client teams where required
- Recognized as the go-to person internally on the own government account portfolio
- Partner internally with cross-functional teams – such as Technical, Regional Account Managers, Marketing – to understand agency goals and key performance metrics
- Pro-actively engage and drive opportunities with respective government/public sector customers
- Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting, account plans and customer relationship tools
- Maintain sound knowledge of the government/public sector cybersecurity landscape, regulatory requirements, and the competitive posture of Trend Micro and other industry leaders
- Participate in government/public sector cybersecurity forums, industry conferences, and trade shows, as required
- Participate in the planning and execution of programs designed to promote Trend Micro's activities within the government sector
- Document and regularly maintain all relevant information in Salesforce
What they're looking for
- 8+ years' experience in Account Management in Information Technology / Security solutions companies, selling into Singapore government ministries, with expertise in homeland security
- Familiarity with government procurement processes, tender/RFP cycles, and security clearance or vetting requirements
- Ability to effectively engage at senior/director and C-level stakeholders within government agencies
- Working knowledge and experience in selling key cybersecurity, networking, and IT products and solutions, as well as knowledge of top competitive solutions serving the government sector
Nice to have
- Strong knowledge of Virtualization and cloud-based solutions preferred, including government-accredited cloud environments
- Bachelor's degree in engineering, IT or Management with equivalent work experience preferred; existing security clearance or eligibility to obtain one is an advantage
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
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.
POSITION OVERVIEW
The Strategic Account Manager (SAM) in Singapore will focus on proactively selling Trend Micro products and services into Singapore government ministries, with expertise in homeland security. The Strategic Account Manager will drive to meet and exceed quota by engaging customers directly, leveraging and partnering with resellers and Government-accredited System Integrators (SIs).
PRIMARY RESPONSIBILITIES
Act as the account lead for assigned government accounts based on the Client Value Proposition
Work closely with agency stakeholders to identify needs, planned initiatives, and national security/critical infrastructure priorities, acting as trusted adviser and advocate on best practices and solutions to address the agency's cybersecurity and operational technology goals
Navigate government procurement processes (e.g. GeBIZ tenders, panel arrangements) and ensure compliance with government security and data classification requirements
Provide back up and support to client teams where required
Recognized as the go-to person internally on the own government account portfolio
Partner internally with cross-functional teams – such as Technical, Regional Account Managers, Marketing – to understand agency goals and key performance metrics
Pro-actively engage and drive opportunities with respective government/public sector customers
Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting, account plans and customer relationship tools
Maintain sound knowledge of the government/public sector cybersecurity landscape, regulatory requirements, and the competitive posture of Trend Micro and other industry leaders
SECONDARY RESPONSIBILITIES
Participate in government/public sector cybersecurity forums, industry conferences, and trade shows, as required
Participate in the planning and execution of programs designed to promote Trend Micro's activities within the government sector
Document and regularly maintain all relevant information in Salesforce
EXPERIENCE
8+ years' experience in Account Management in Information Technology / Security solutions companies, selling into Singapore government ministries, with expertise in homeland security
Familiarity with government procurement processes, tender/RFP cycles, and security clearance or vetting requirements
Ability to effectively engage at senior/director and C-level stakeholders within government agencies
Working knowledge and experience in selling key cybersecurity, networking, and IT products and solutions, as well as knowledge of top competitive solutions serving the government sector
Strong knowledge of Virtualization and cloud-based solutions preferred, including government-accredited cloud environments
Pattern of quantifiable success in large account management and selling strategies within regulated or security-sensitive environments
Bachelor's degree in engineering, IT or Management with equivalent work experience preferred; existing security clearance or eligibility to obtain one is an advantage
Trend Micro strive to build an environment of equity and inclusion, which reflects diverse points of view. We welcome, value, promote, and celebrate diversity - the very experiences and attributes that make us who we are, including but not limited to race, ethnicity, nationality, gender, gender identification, sexual orientation, level of ability, age, religion, veteran status, socio-economic status, and political philosophy.
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We embrace change, empower people, and encourage innovation. Join Trend Micro and Thrive with us.
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