Federal Sales Account Manager

Job Title:

Federal Sales Account Manager – IC / Special Programs

About Trellix:

Trellix, the trusted CISO ally, is redefining the future of cybersecurity and soulful work. Our comprehensive, GenAI-powered platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Along with an extensive partner ecosystem, we accelerate technology innovation through artificial intelligence, automation, and analytics to empower over 53,000 customers with responsibly architected security solutions.
We also recognize the importance of closing the 4-million-person cybersecurity talent gap. We aim to create a home for anyone seeking a meaningful future in cybersecurity and look for candidates across industries to join us in soulful work. More at https://www.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 IC components effectively and passionately, leading them on their journey to secure mission networks with intelligent, agile, and resilient cyber security solutions. Current active TS/SCI/TK clearance with retention badge mandatory.

About the Role:

• 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).
• Identify potential customers, initiate a sales relationship, and prepare and present a Trellix security solution.
• 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.

About you:

• 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.
• Active TS/SCI/TK clearance.  Must be a US Citizen.
• Experience selling into IC for 5+ years.
• Ability to effectively communicate the value proposition of comprehensive cybersecurity solutions.
• Consistent quota attainment selling enterprise software, hardware, and services.
• Must be able to travel to customer locations.
• Strong team player which leverages all internal & external resources available to ensure success.

Preferred Qualifications

• Active TS/SCI/TK clearance with retention badge
• Demonstrated success selling into IC agencies.
• Working knowledge of the IC programs and organization – objectives, requirements, and challenges.  Preferably with positive existing relationships.
• Located in the Washington DC Metro areas
• 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 DOD/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 $245,000 – $425,000. 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.