Trend Micro
Sales Director
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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.
Sales Director, UK&I
Reports to
VP of Sales, UK&I
Team
Leading a team of 11 across the UK&I Expansion motion
Location
Field-based across the UK, working from customer and partner sites – with a base at our London (Paddington) office
Business unit
TrendAI UK&I Sales – one of three connected UK&I motions, alongside Public Sector and New Logo
The Role
As Sales Director, Expansion, you'll own the commercial health and growth of TrendAI's existing UK&I customer base – a retain-and-grow mandate spanning renewals, upsell, and cross-sell across our most valuable accounts.
- You'll lead a team of 11, personally engaging on our most valued relationships and highest-value renewals, and building genuine, peer-to-peer relationships with the CISOs, IT Directors, and executive sponsors who trust TrendAI to protect their business.
- You'll be leveraging and supporting the execution of our channel strategy in the region – building and deepening relationships with our top-tier Value-Added Reseller (VAR) partners to unlock joint growth across the base.
What You'll Do
Commercial ownership
- Own Expansion ARR, retention (GRR), and growth (NRR) targets for UK&I, running a weekly forecast cadence grounded in data, not gut feel.
- Build renewal-wave visibility by quarter, with the largest renewal concentrations mapped and risk-rated well ahead of time.
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Strategic & valued relationships
- Personally lead relationships on key customer renewals, engaging at CISO and executive-sponsor level.
- Build and grow customer relationships that are peer-to-peer – trusted advisor conversations with senior security and IT leaders, not just transactional account management.
Channel & partner growth
- Build and deepen relationships with the region's top 10 VAR partners, developing joint go-to-market plays that grow the existing base.
- Represent TrendAI credibly in partner-led commercial conversations, including on our most strategic renewals.
Team leadership
- Lead, coach, and develop a team of 11 Account Managers/Account Executives, instilling structured deal qualification (MEDDPICC) and a culture that tackles tough conversations early rather than deferring them.
- Build individual development plans that grow your team's commercial and relationship-building capability.
Portfolio growth
- Close the Vulnerability and Risk Exposure Management (VREM) attach gap across the existing base, converting single-product accounts into multi-product, multi-year partnerships.
- Identify multi-year and consumption-based commercial structures that improve both ARR durability and margin.
Cross-functional collaboration
- Work closely with the Public Sector and New Logo leaders to ensure a consistent customer experience and clean handoffs across motions.
- Partner with Marketing to run base-wide growth plays that convert into pipeline within the existing customer set.
What Success Looks Like
- Expansion ARR growth (YoY)
- Gross Revenue Retention (GRR) and Net Revenue Retention (NRR)
- Vulnerability and Risk Exposure Management (VREM) / platform attach rate across the base
- Forecast accuracy (commit vs. closed-won)
- Multi-year deal mix and partner-sourced ARR
- Team engagement, retention, and quota attainment
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What We're Looking For
- Proven leadership of an enterprise/commercial sales team (8–15+ reps) in a subscription or ARR-based technology business, ideally cybersecurity or adjacent Security/Infrastructure/ Cloud software.
- A track record of growing and protecting existing customer relationships – not just winning new logos.
- Established relationships with top-tier UK&I VAR partners, and real credibility building peer-to-peer relationships with senior security and IT stakeholders.
- Strong working knowledge of the Vulnerability and Risk Exposure Management landscape and how it fits into a modern security stack.
- A leader who blends data-led decision-making with strong relationship instincts.
- Confidence operating alongside major cloud and security ecosystem partners such as AWS and Softcat.
How We Work
This is a field-first role: expect to spend the majority of your time in front of customers and partners. You'll have a base at our London (Paddington) office, but this role lives in the field – building the relationships that keep our largest accounts loyal and growing.
- You'll join a leadership team that runs on structured, evidence-based decision-making and direct, honest feedback – and a business that recognises and celebrates wins, from individual deals to team milestones.
- 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. We like to have fun while taking our culture seriously. We are an equal opportunity employer and are committed to this regardless of race, colour, religion, sex, nationality, age, citizenship, sexual orientation, marital status, gender identity or veteran status. We do not allow discrimination or harassment of any kind.
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