The University of Texas at Arlington

Hillsborough Community College

Trend Micro at Trend Micro

Arlington, Texas, United States

New Solution Sales into Mid-Market accounts with 101 to 1000 employees in the State & Local, Education, and Non-Profit verticals.  My focus has been bringing on net new customers to Trend Micro in the Northeast Region through relationships with my Channel Partners as well as upselling and introducing new solutions to existing customers.

Trend Micro

Inside Regional Account Manager - Public Sector

- Focused on selling a JumpStart Product (Web Application Security as a Service) to Prospect and Existing Healthcare Customers in the Southeast.•	Worked to find what the “Zebra” was for this solution to prepare for launching globally in 2014.•	Made cold calls into Prospect Healthcare accounts to get meetings set up and trials started.•	Collaborated with the Outside Regional Account Managers in the Southeast as an Overlay for this solution.•	Negotiated pricing to bring in deals from June 2013 to December 2013.

Inside Regional Account Manager

- Managed Bronze and Silver Partners in the Northeast to enable them and grow the Trend Micro business.•	Kept a regular cadence with my partners to grow the relationships.•	Attended events to grow existing partner relationships and recruit new partners with our Partner Program.•	Communicated regularly about new promotions and programs for partners to grow their business.•	Developed plans with top partners in my patch to collaborate with our sales teams to grow the business..

Inside Channel Account Manager (iCAM)

- Worked with our Distribution companies (Ingram Micro, Tech Data, Interwork, Westcon) to grow and enable our partner community.•	On-boarded and put plans together for new partners to sell Trend Micro.•	Responsible for managing all Deal Registrations submitted by our Channel Partners.•	Maintained a calendar of events to attend to drive the business.•	Worked closely with Kent Kallmeyer, Channel Marketing, to come up with spiffs and contests for my National Partners.•	Worked with Inside and Outside Sales on Deal Registration opportunities as well as manage them.

Distribution Channel Team

- Responsible for growing Trend Micro business within Softmart, Zones, and PC Mall.•	Acted as a liaison between Trend Micro Sales and National Channel Partner Sales.•	Responsible for enabling partner representatives within the account.•	Maintained a calendar of events to attend to drive the business.•	Worked closely with Kent Kallmeyer, Channel Marketing, to come up with spiffs and contests for my National Partners.•	Worked with Inside and Outside Sales on Deal Registration opportunities as well as manage them.

National Account Manager

- Managed a territory for New and Renewal Sales with sub 100 user companies.•	Kept a regular cadence with existing customers on renewals and promotions.•	Worked closely with our National Channel Partners to close New business.•	Took on a Quality Assurance Project to ensure accurate data in our CRM, Applix.•	Managed inbound queue calls from customers, prospects, and channel partners.

Sub 100 Sales

- Worked to retain and upsell current Trend Micro customers of all company sizes with the exception of Named Accounts.•	Worked with our Channel Partners for my region on retaining and upselling to our existing customers.•	Executed quotes to distribution for channel partners manually through Excel.•	Managed a quota for my territory and an accurate forecast.•	Managed a phone queue with an average of 60 inbound calls a day.•	Managed license key requests from customers and my territory Mid-Market New Sales reps to ensure customers were on the latest version.

Casey Johnson