Regional Account Manager

Canberra, ACT
Permanent
Full-time

7 days ago

When you join Trend, you become part of a unique and diverse global family and you get to work towards a world safe for exchanging digital information.Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fuelled by decades of security expertise, global threat research, and continuous innovation, our cybersecurity platform protects 500,000+ organisations and 250+ million individuals across clouds, networks, devices, and endpoints, and hybrid environments. Our IRAP-assessed Vision One platform offers Federal Government clients a powerful, PROTECTED-level cybersecurity solution backed by 1,000+ global threat experts.We’re seeking a strategic, growth-focused Regional Account Manager to lead business development across Canberra’s Federal Government sector. This role is ideal for a relationship-driven professional who thrives on uncovering customer pain points, aligning solutions to measurable outcomes, and building trust with stakeholders at every level—from technical influencers to economic buyers.POSITION OVERVIEW:As Regional Account Manager, you’ll be responsible for driving new business and expanding existing relationships within Federal Government accounts. You’ll apply the MEDDPICC methodology to qualify opportunities, build champions, and navigate complex procurement processes. Your success will be measured not just by revenue, but by your ability to build long-term partnerships and deliver value that aligns with customer priorities.PRIMARY RESPONSIBILITIES:

Business Development and Opportunity Qualification:

Identify and engage new prospects within Federal Government departments, focusing on strategic growth and solution alignment.
Apply MEDDPPICC to qualify opportunities, uncover pain points, and map decision criteria and processes.
Build and maintain detailed account plans, including stakeholder mapping, call strategies, and competitive positioning.

Relationship Building & Stakeholder Engagement

Cultivate strong relationships with champions, influencers, and economic buyers across departments.
Lead consultative conversations focused on business outcomes, risk mitigation, and operational efficiency.
Collaborate with pre-sales engineers to tailor demos and presentations to specific customer pain points and decision criteria.

Sales Execution & Forecasting

Drive adoption of Trend Micro’s cybersecurity platform through direct engagement and partner collaboration.
Lead commercial negotiations, manage objections, and close deals aligned with customer procurement cycles.
Maintain disciplined use of CRM tools for forecasting, pipeline management, and stakeholder tracking.

Partner & Channel Collaboration

Work closely with Trend Micro’s Partner Manager to align joint go-to-market strategies and co-sell initiatives.
Enable and support partner sales teams through regular updates, training, and strategic account planning.
Leverage partner relationships to expand reach and influence within target accounts.

Marketing & Thought Leadership

Collaborate with marketing to design and execute campaigns tailored to Federal Government priorities.
Represent Trend Micro at industry events, conferences, and roundtables to elevate brand visibility and thought leadership.
Stay informed on market trends, competitive landscape, and evolving government ICT strategies.

SKILLS & EXPERIENCE:

Exceptional communication and negotiation skills, with the ability to influence C-level stakeholders.
Proven ability to build trust and credibility across technical and business audiences.
Strategic thinker with a growth mindset and a passion for solving complex problems.
8+ years in IT sales, with a strong track record in Federal Government accounts.
Deep understanding of government procurement frameworks and ICT strategies.
Experience selling enterprise cybersecurity, infrastructure, or cloud solutions.
Familiarity with CRM platforms such as Salesforce or Microsoft Dynamics.
MEDDIC, Challenger, or SPIN certification highly regarded.
University degree preferred; security certifications a plus.

Benefits of being a Trender!We take employee wellbeing seriously. At Trend, you will have access to Medical Insurance, Mental Health Support through access to EAP, Gym reimbursements, Paid Parental Leave etc.At Trend Micro, we embrace diversity, equity and inclusion. We believe that our people are our greatest asset and we understand the importance of bringing diverse perspectives, approaches and experiences to our team. We are committed to building and supporting an inclusive workforce that truly reflects our global business and encourages people from all backgrounds to apply.We’re proud to be recognised as a Great Place to Work®, a testament to our commitment to fostering a positive, inclusive, and empowering workplace culture.#LI-AD1We embrace change, empower people, and encourage innovation. Join Trend Micro and Thrive with us.

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