Partner Development Manager
UK&I
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.
Role Purpose
The Partner Development Manager is responsible for the strategic development, growth, and long-term success of selected channel partners in the region. The role focuses on transforming high-potential partners into high-performing, committed, and strategically aligned contributors to the vendor’s cybersecurity business.
This includes driving partner business planning, capability building, service readiness, co-selling, and pipeline acceleration. The PDM acts as the partner’s primary business advocate within the vendor organization and ensures alignment across sales, marketing, technical teams, and executive stakeholders.
Key Responsibilities
* Strategic Partner Business Development
* Identify, develop, and manage key strategic partners in the region
* Build joint business plans focusing on revenue growth, solution alignment, service creation, and investment areas.
* Conduct quarterly and annual business reviews to ensure execution against plan.
* Analyze partner performance, capacity, and market opportunity to drive targeted growth actions.
Revenue Growth & Pipeline Acceleration
* Drive partner-sourced and partner-led revenue through joint account mapping, opportunity qualification, and pipeline initiatives.
* Support partners in positioning, selling, and promoting the vendor’s cybersecurity portfolio across customer segments.
* Develop and maintain a strong opportunity pipeline with partners, ensuring forecasts are accurate and deliver against targets.
Partner Enablement & Capability Building
* Guide partners on technical and sales enablement paths to increase competency and certifications.
* Work with enablement teams to deliver tailored training programs, workshops, and hands-on sessions.
* Ensure partners understand and adopt platform capabilities, licensing models, and incentives.
Cross-Functional Collaboration
* Collaborate with country sales teams, channel marketing, technical pre-sales, and operations teams to support partner success.
* Provide partner insights and feedback into product, pricing, and program teams.
* Ensure partners receive timely support from internal stakeholders and that key initiatives run smoothly.
Market Intelligence & Strategic Input
* Monitor competitive activity, partner landscape changes, and regional market trends.
* Identify new partnership opportunities and potential gaps in partner coverage.
* Provide strategic insights to regional leadership to guide partner ecosystem development.
Required Experience & Skills
* 3+ years in channel sales, partner management, business development, or field sales in the cybersecurity or broader IT industry.
* Experience working with a variety of channel partners (VARs, MSPs, MSSPs, distributors, GSIs).
* Strong understanding of channel economics, partner business models, and cybersecurity solution selling.
* Proven track record in delivering revenue growth and building long-term partner relationships.
Skills & Competencies
* Strong commercial acumen and ability to interpret partner financials and performance metrics.
* Excellent relationship management and stakeholder leadership skills.
* Ability to work cross-functionally in a matrixed, fast-paced environment.
* Strong communication, negotiation, and presentation skills.
* Strategic thinker with the ability to translate planning into execution.
* High level of self-motivation, accountability, and organizational discipline.
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.
www.trendmicro.com