Strategic Partner Manager

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information across enterprises, governments, and consumers.

Fueled by decades of security expertise, global threat research, and continuous innovation, Trend harnesses AI to protect organizations and individuals across clouds, networks, devices, and endpoints.

The Trend Vision One™ enterprise cybersecurity platform accelerates proactive security outcomes by predicting and preventing threats across the entire digital estate and environments like AWS, Google, Microsoft, and NVIDIA.

Proactive security starts here.  TrendMicro.com

Location: The Ideal candidate will be located in Florida or Georgia.

Position Summary:

The Strategic Partnerships Manager plays a key role in driving strategic partnerships and business development within Trend’s Service Provider channel. In this role, you will have responsibility and ownership across the entire partner lifecycle; prospecting, recruiting, onboarding and on-going management. This role will help drive and lead initiatives that generate new service provider business and be an example for other team members. 

Responsibilities:  

Prospecting: 

• Leveraging a specific and targeted partner profile; develop a strong pipeline of prospective partners 

• Outbound – Collaborate with internal and external stakeholders to engage and further develop potential partners via various engagement tactics & strategies [digital marketing, direct mail, phone, social, in-person, etc.

• Ensure timely follow-up on all in-bound opportunities  

• Track and report overall pipeline health on a recurring basis 

Recruitment: 

• Drive xSP Program awareness at industry events, in-person & online 

• Work closely with ecosystem partners and assist in the execution of recruitment initiatives 

• Using a consultative selling approach align business challenges with Trend’s security solutions 

• Manage and develop relationships with various partner stakeholders 

• Negotiate mutually beneficial terms between Trend & partner 

• Achieve recruitment targets 

Onboarding/Enablement: 

• Onboard and enable strategic partners through a detailed enablement plan that includes both technical and commercial steps that accelerate time to first transaction 

• Coordinate cross-functionally to ensure partner receive best possible service, act as the partner’s advocate and share appropriate feedback with internal stakeholders 

On-going Management: 

• Participate in strategic partner planning, development, & execution. Identify & track KPIs to ensure partner progression 

• Keep partners aware of events, training opportunities, promos, and another program offers 

• Educate and inform partners on new platform capabilities 

• Attach new platform modules that address partner’s desired security outcomes 

• Track and monitor partner’s revenue trajectory 

Qualifications:

• Bachelor's degree in business or other related fields preferred 

• 5+ years of experience with strategic account planning, and business development/account management 

• Must be able to communicate constructively with all levels and various stakeholders within an organization  

• Organization and resourcefulness  

• Professional business acumen 

• Problem-solving skills   

• Adaptability     

• Strong self-motivation, efficient and exemplary work ethic  

• Partner focused with a strong sense of urgency  

• Exemplary communication skills, both oral and written 

• Ability to analyze market trends and identify emerging opportunities 

• The ability to identify opportunities and go after them proactively 

• Ability to work independently in a fast-pa