Strategic Account Manager (Government Sector)

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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