Strategic Account Manager, Central Govt. at TrendAI in New Delhi

Job description

• The Strategic Account Manager (SAM), based in Delhi, is responsible for managing and growing a portfolio of named enterprise accounts across the region. The SAM serves as the primary TrendAI™ executive sponsor for each account, driving deep customer relationships, multi-year revenue growth, and competitive account protection. The SAM collaborates closely with pre-sales engineering, professional services, channel partners, and marketing teams to deliver TrendAI™’s full AI-powered security platform value proposition to C-level stakeholders.

Responsibilities

• Act as the account lead for assigned accounts based on the Client Value Proposition.
• Work closely with clients to identify needs, planned initiatives, and business directions, and serve as a trusted advisor and advocate on best practices and solutions to address clients’ IT and cybersecurity goals and objectives.
• Provide backup and support to client teams when required.
• Be recognized internally as the go-to person for your client portfolio.
• Partner with cross-functional teams, including Technical, Regional Account Management, and Marketing, to understand customer goals and key performance metrics.
• Proactively engage with enterprise customers and drive business opportunities.
• Develop and maintain reliable sales forecasts and ensure disciplined use of Trend Micro’s sales forecasting, account planning, and customer relationship management tools.
• Maintain a strong understanding of industry trends and the competitive landscape, including TrendAI™ and other industry leaders, regarding software products and support services.
• Represent TrendAI™ at industry conferences, trade shows, and executive forums to strengthen brand presence and customer relationships.
• Contribute to the planning and execution of marketing and demand generation programs targeting strategic accounts.
• Document and maintain all account information, opportunity data, and executive contact records in Salesforce.

Requirements

• 10 to 15+ years of experience in Account Management within Information Technology and/or cybersecurity solutions companies.
• Experience selling solutions to Central Government organisations.
• Ability to effectively engage with Big Four consulting firms and consultants.
• Working knowledge and experience in selling cybersecurity, networking, and IT products and solutions, along with a strong understanding of leading competitive solutions in the market.
• Strong knowledge of virtualisation and cloud-based solutions preferred.
• Demonstrated track record of measurable success in large account management and strategic selling.
• Bachelor’s degree in Engineering, Information Technology, Management, or a related field, or equivalent work experience preferred.

Skills

Required

• Account Management
• Engaging with Big Four consulting firms
• Strategic selling