Regional Account Manager

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.

At Trend Micro, we embrace change, empower people, and encourage innovation in a connected world. Our diversity and multicultural workforce are key contributing factors to our success across the globe. 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.