Channel Account Manager

Job description

TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk. At TrendAI™, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future. AI Fearlessly. POSITION OVERVIEW The Channel Account Manager will be responsible for driving the growth of TrendAI's business across Mexico through distributors, resellers, VARs, MSPs, systems integrators, and strategic channel partners. This role has a strong focus on acquiring New Logos and expanding TrendAI's footprint in the Mexican market by developing high-performing channel partners capable of identifying, engaging, and winning new customers. The Channel Account Manager will be responsible for creating scalable partner-led demand generation initiatives, building pipeline, and accelerating customer acquisition through the channel ecosystem. Additionally, this individual will own the strategic and operational relationships with TrendAI's local distributors, ensuring alignment on recruitment, enablement, pipeline generation, forecasting, and revenue growth objectives. Mexico represents one of Latin America's largest and fastest-growing technology markets, with increasing demand for cybersecurity, AI, and cloud security solutions across enterprise, financial services, manufacturing, telecommunications, retail, and public sector organizations. This role will be critical in expanding market coverage and driving net-new customer acquisition through TrendAI's indirect sales model. PRIMARY RESPONSIBILITIES Own and execute the channel strategy for TrendAI in Mexico, with a primary focus on acquiring New Logos, expanding market coverage, driving partner-led customer acquisition, revenue growth, partner recruitment, and partner development. Develop and maintain strong relationships with distributors, resellers, VARs, MSPs, systems integrators, and strategic channel partners across Mexico. Act as the primary liaison between TrendAI and local distributors, driving business planning, partner recruitment, demand generation initiatives, pipeline development, forecasting, and revenue achievement. Build and execute joint business plans with distributors and key partners, focused on generating net-new customer opportunities and accelerating partner-led growth. Drive partner-sourced pipeline and revenue by supporting co-sell activities, partner-generated opportunities, and account alignment with TrendAI's direct sales organization. Identify, recruit, onboard, and develop new channel partners capable of accelerating New Logo acquisition within targeted market segments. Conduct regular business reviews with distributors and key partners, measuring performance against pipeline generation, customer acquisition, certifications, marketing activities, and revenue targets. Collaborate with distributors to increase partner engagement, expand partner coverage, and develop regional go-to-market initiatives focused on net-new customer acquisition. Build partner sales and technical capabilities through structured enablement programs, certifications, workshops, and ongoing training initiatives. Work closely with internal sales teams, marketing, product management, and regional channel leadership to align channel initiatives with corporate growth objectives. Leverage relationships with hyperscalers such as AWS, Microsoft, and Google to create joint customer acquisition opportunities through marketplace, co-sell, and partner ecosystem programs. Maintain accurate forecasting, opportunity management, business plans, and partner activities within Salesforce. 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.