Job Title:

Federal Sales Account Manager – IC

About Trellix:

Trellix is the cybersecurity company transforming security operations with artificial intelligence (AI), analytics, and automation to create a resilient digital world. Our market-leading AI-powered XDR Platform learns and adapts to disrupt active threats and empower CISOs with living security. The platform’s open architecture and broadest set of native security controls across endpoint, email, network, cloud, and data security integrates with over 500 third-party tools to create multi-vector, multi-vendor event correlation and context to speed up investigations. The Trellix Advanced Research Center provides an additional layer of protection by continuously informing the platform on the latest threat actor TTPs (techniques, tactics, and procedures) and recommendations from millions of global sensors. Trellix and an extensive partner ecosystem accelerate technology innovation and empower over 40,000 business and government customers to build confidence in the protection and resilience of their operations. Learn more at Trellix.com.

Role Overview:

As a member of the Trellix United States DoD/IC Sales Team, the focus of this sales position is to engage with the Intelligence Community effectively and passionately, leading them on their journey to secure mission networks with intelligent, agile, and resilient cyber security solutions.

Key Responsibilities

Selling the company’s products or services to and maintaining relationships with existing accounts.
Meeting and exceeding assigned revenue quota.
Consistently driving new business pipeline (hunter mentality). Building pipeline to 3x quota or greater.
Exceptional relationship building/relationship management skills to establish rapport, trust, and confidence with customers.
Identifying and analyzing the needs of customers and determine how to position Trellix products and professional services to competitively meet those needs.
Accurately forecasting business Commit, Upside and Pipeline (weekly, monthly, quarterly, annually).
Ability to cold call and identify potential customers, initiate a sales relationship, and prepare and present a Trellix security solution.
The ability to engage and work with agency executives up to the CIO and CISO level.
Leveraging and leading all internal & external resources available to ensure success. Strong team player and account team lead.
Leveraging our channel partners to drive new revenue.

Minimum Qualifications

Track record and ability to grow a sales territory footprint and revenue. Solid account planning and execution skills.
Demonstrated success closing software, hardware and services contracts exceeding $2M+.
Bachelor's Degree.
Maintains active TS-SCI security clearance and badged to facilitate onsite customer meets. Must be a US Citizen.
Experience selling into DOD/IC for 5+ years.
Ability to effectively communicate the Trellix value proposition.
Consistent quota attainment selling enterprise software, hardware, and services.
Must be able to travel to customer locations located in DC area.
Strong team player which leverages all internal & external resources available to ensure success.

Preferred Qualifications

Demonstrated success selling into the IC.
Working knowledge of IC programs and organization – objectives, requirements, and challenges. Preferably with positive existing relationships.
Located in the Washington DC Metro area.
Direct selling expertise with cyber security cloud delivered and on-prem technology to new customers.
SecOps and/or DevSecOps experience and understanding
Working knowledge of channel sales model and ability to leverage the channel to drive growth.
Understanding of IC budgeting, contracting, and policy processes.
Interest and ability to contribute on strategic and legislative initiatives which advance Trellix’s support of mission.

This position is paid (in part) on a commission basis. The Base Pay Range is $150,000 - $200,000. The On Target Earnings (OTE) Range (base pay plus on target commission) is $300,000 – $390,000. Actual base pay within the Base Pay Range and actual OTE within the OTE Range will depend on varying circumstances, including the work location, individual qualifications, company budget and other operational business needs. Compensation may also include long-term incentives, subject to various metrics and company policy.

Company Benefits and Perks:

We work hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

Retirement Plans
Medical, Dental and Vision Coverage
Paid Time Off
Paid Parental Leave
Support for Community Involvement

We're serious about our commitment to diversity which is why we prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.