Partner Development Manager

Discover Trend

Partner Development Manager – Managed Service

Location: United Kingdom

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 unified cybersecurity platform protects over 500,000 organizations and millions of individuals across clouds, networks, devices, and endpoints.

Trend Vision One™ delivers advanced threat defense techniques, extended detection and response (XDR), and integration across the IT ecosystem, including AWS, Microsoft, and Google, enabling organizations to better understand, communicate, and mitigate cyber risk. 

Our Trend global threat research team delivers unparalleled intelligence and insights that power our cybersecurity platform and help protect organizations around the world from 100s of millions of threats daily.

We have 7,000 employees across 65 countries, singularly focused on security and passionate about making the world a safer and better place.

Trend enables organizations to simplify and secure their connected world.

The Role:

Trend Micro is seeking an enthusiastic individual to join our MSSP / Channel team. The partner ecosystem is rapidly evolving, with managed services, MSSPs becoming crucial for technology adoption, consumption, and end-user security. This role will focus on owning our UK&I strategy for managed service partners, including MSSPs, SOC partners, and system integrators.

This is a crucial role, responsible for managing client relationships and driving the expansion of Trend Micro’s security services. You will act as the primary point of contact for clients, ensuring their security needs are met and their expectations are exceeded. They are responsible for client satisfaction, retention, and growth by identifying opportunities for upselling and cross-selling additional security solutions. The role requires strategic thinking to align security services with a client's business goals, as well as a technical understanding to communicate complex concepts. 

Core responsibilities

• Client relationship management: Serve as the main liaison between Trend, our clients and the MSSP. Conduct regular check-ins, performance reviews, and business meetings to ensure client satisfaction and understand their evolving security needs.
• Account growth: Identify opportunities to upsell and cross-sell additional cybersecurity services, such as endpoint detection and response (EDR), vulnerability management, and incident response. Create and execute strategic account plans to maximize growth.
• Service delivery oversight: Work with internal technical teams (e.g., security analysts, engineers) to ensure clients receive the agreed-upon services efficiently and effectively. Act as a point of escalation for client issues and ensure timely resolution.
• Contract and renewal management: Manage the entire contract lifecycle, from initial negotiation to renewals. Proactively address any issues or concerns to increase retention rates.
• Strategic advisory: Act as a trusted advisor to clients by helping them align their cybersecurity strategy with their business objectives. Stay current with industry trends and inform clients of emerging threats and solutions.
• Performance tracking and reporting: Monitor client performance metrics, track key performance indicators (KPIs), and present reports to both clients and internal stakeholders. 
• Required skills and qualifications

Experience: 

• A minimum of 5 years of experience in channel sales, business development, or account management, with significant exposure to the managed services (MSP/MSSP) or cybersecurity sectors.
• Education: A bachelor's degree in business, marketing, communications, or a related field is often preferred, but professional experience can be a substitute.
• Technical knowledge: Strong understanding of cybersecurity principles, security technologies (e.g., firewalls, SIEM, EDR), threat detection, and incident response.
• Communication: Excellent written and verbal communication skills, with the ability to translate complex technical concepts for both technical and non-technical audiences.
• Relationship management: Demonstrated ability to build and maintain strong, long-term relationships with clients at all levels, including C-level executives.
• Business acumen: A deep understanding of the MSP/MSSP business model, including financial performance, budgeting, and negotiation skills.

Other key skills:

• Strong presentation and public speaking skills
• Self-motivated and results-driven with a proactive, "hunter" mentality
• Strategic thinking and innovative problem-solving abilities
• Proficiency with customer relationship management (CRM) software 

Why Trend Micro?

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.

Trend Micro is a progressive employer with a very special and unique culture. Here at Trend Micro you will work with the best. When you join us, you have direct access to any level, and freedom to make an impact and influence. We expect leadership, not management. With Trend Micro, you drive your own development. We encourage thought leadership and advocate internal opportunity. Trend is like nowhere else. We embrace all of our differences and are motivated by challenge. We’re not just all about the money. You are recognised for your passion to succeed, and can be the best part of yourself here.

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www.trendmicro.com