VP Business Strategy & Customer Success

Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information across enterprises, governments, and consumers.

Fueled by decades of security expertise, global threat research, and continuous innovation, Trend harnesses AI to protect organizations and individuals across clouds, networks, devices, and endpoints.

The Trend Vision One™ enterprise cybersecurity platform accelerates proactive security outcomes by predicting and preventing threats across the entire digital estate and environments like AWS, Google, Microsoft, and NVIDIA.

Proactive security starts here.

Location: The ideal candidate will be located US Remote, TX.

The Vertical Leader is a senior sales leader responsible for driving TrendAI’s revenue and market share within a defined industry vertical. As a player‑coach, this individual combines deep knowledge of the assigned vertical’s business landscape, regulatory environment, and technology priorities with proven enterprise sales leadership skills. They manage, coach, and develop a team of Enterprise Account Managers while directly sponsoring and influencing the largest, most strategic accounts within their vertical.

This role sits at the intersection of technology and business strategy—translating TrendAI’s cybersecurity platform into quantifiable business outcomes for customers in industries such as Financial Services, Healthcare & Life Sciences, Government & Public Sector, or Industrial & Energy. The Vertical Leader is expected to serve as a visible thought leader and trusted advisor both internally and in the market.

• Lead, coach, and develop a team of Enterprise Account Managers focused on named accounts within the vertical.
• Set clear performance expectations, conduct regular pipeline and deal reviews, and hold the team accountable to quota attainment and activity KPIs.
• Recruit, onboard, and retain top sales talent; build a diverse, high‑performing team culture aligned with TrendAI’s values.
• Provide structured coaching on enterprise sales methodology (e.g., MEDDPICC/MEDDIC), executive engagement, competitive positioning, and negotiation.
• Identify individual development needs and partner with Sales Enablement to close skills gaps and accelerate ramp time for new hires.

• Define and execute the go‑to‑market strategy for the assigned vertical, including territory planning, account segmentation, and coverage model design.
• Develop deep expertise in vertical‑specific business drivers, threat landscapes, compliance requirements (e.g., HIPAA, PCI‑DSS, NERC CIP, FedRAMP), and technology buying cycles.
• Create vertical‑specific value propositions, reference architectures, and sales plays in partnership with Product Marketing, Solutions Engineering, and Alliances.
• Identify whitespace and expansion opportunities within existing accounts and net‑new prospects; prioritize investment of team resources accordingly.
• Represent the vertical’s needs internally—providing market feedback to Product, Engineering, and Marketing to influence roadmap and messaging.

• Directly engage C‑suite and board‑level stakeholders at named strategic accounts as an executive sponsor and trusted security advisor.
• Lead or co‑lead complex, multi‑stakeholder enterprise deals from qualification through negotiation and close, applying a consultative, outcome‑based selling approach.
• Orchestrate internal resources—Solutions Engineering, Professional Services, Customer Success, and Legal—to deliver compelling proposals and ensure deal velocity.
• Drive land‑and‑expand motions by partnering with Customer Success to grow platform adoption and contract value post‑close.

• Own the vertical’s revenue number and forecast with accuracy; maintain rigorous pipeline discipline using Salesforce CRM.
• Deliver consistent quarter‑over‑quarter growth against ARR, new logo, and pipeline coverage targets.
• Develop and present business plans, vertical QBRs, and investment cases to senior leadership.
• Partner with Channel, Alliances, and MSSP teams to build…