Job Details
Trellix is seeking a Federal Civilian Account Manager. As a member of the Federal Civilian team, the focus of this sales position is to engage with Civilian Agencies and provide them with the strongest cyber security solutions on the market.
About the Company:
Trellix is a global company redefining the future of cybersecurity. The company s open and native extended detection and response (XDR) platform helps organizations confronted by today s most advanced threats gain confidence in the protection and resilience of their operations. Trellix s security experts, along with an extensive partner ecosystem, accelerate technology innovation through machine learning and automation to empower over 40,000 business and government customers. More at .
About the Role:
You will report directly to the Senior Director Sales, Civilian. You will work with a well-resourced team and sell in and deploy Trellix's revolutionary security strategy. You will be a part of the sales organization. You are the key to our success. Other duties:
- Engage and partner with Civilian organizations within a specified territory. Build client relationships in your specified territory to introduce Trellix's products as the most effective security solutions for your specified accounts.
- Demonstrate the ability to engage, build relationships and work with civilian executives at every level, including the C-Suite (Gen & SES Level). Engage with senior decision makers and influencers and be comfortable when discussing the impact of our strategy and solutions.
- Ability to cold call and identify potential customers, initiate a sales relationship, prepare and present a Trellix security solution.
- Become an expert in your domain, develop appropriate technical expertise, understanding your solutions and your competitors.
- Explore multiple technology solutions and alternative product offerings for clients, to gain the support and acceptance of all parties.
- Be comfortable giving high impact presentations and product demonstrations designed to showcase how Trellix's strategy/solutions can provide value to your clients, and more importantly, to their end-users.
- Meet and exceed assigned revenue quota.
- Consistently drive new business pipeline (hunter mentality). Build pipeline to 3x quota or greater.
- Accurately forecast business Commit, Upside and Pipeline (weekly, monthly, quarterly, annually).
- Understand important financial metrics and what they mean to your overall goal completion and ability to forecast pipeline activity.
- Be capable of closing software, hardware and services contracts exceeding $1M+.
- Partner with important teams (Product, Engineering, Sales Operations, Legal and others) and their leadership, in developing winning value propositions and sales strategies for clients.
- Be capable of leveraging our channel partners to drive new revenue.
- Achieve high impact presentations and product demonstrations designed to showcase how Trellix's strategy/solutions can provide value to your clients, and more importantly, to their end-users.
About you:
- 5- 8+ years of experience within the cybersecurity industry selling into and through Systems Integrators and Service Providers.
- Your background will include selling software and services related products, software security solutions and cloud solutions would be a significant plus.
- Your passion for direct selling has resulted in establishing new account relationships and driving quota completion.
- You have strong organizational skills along with a keen business acumen and financial knowledge.
- You have proven ability to manage large and complex deals with multiple layers of stakeholders and key decision makers.
- You have the ability to successfully sell solutions and not just products.
- You are customer focused with the ability to successfully operate within a dynamic sales organization.
- You are a strong team player leveraging all internal & external resources available to ensure success.
- You have exceptional relationship building/relationship management skills to establish rapport, trust and confidence with customers.
This position is paid (in part) on a commission basis. The Base Pay Range is $113,400 - $210,600. The On Target Earnings (OTE) Range (base pay plus on target commission) is $226,800 - $421,200. 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.