Federal Sales Account Manager – SIs

Job Title:

Federal Sales Account Manager – SIs

Trellix is a global company redefining the future of cybersecurity. The company’s comprehensive, open, and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security.

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As a Sales Account Representative within the Trellix United States DoD/SI Sales Team, you will be on the front lines of safeguarding mission‑critical national security infrastructure. In this role, you will focus on engaging Navy, Marine Corps, and key Systems Integrator partners, guiding them on their journey to secure defense networks with intelligent, agile, and resilient cybersecurity solutions. We are looking for a high‑energy "hunter" who thrives on forging strong relationships, driving pipeline growth, and delivering modern cybersecurity capabilities (Sec Ops, Endpoint, Cloud, and Data Security) to the modern warfighter and the integrators who support them.

• Drive Revenue & Exceed Quotas:
  Consistently meet and exceed assigned annual revenue targets across software, hardware, and professional services.
• Aggressive Pipeline Generation:
  Maintain a strong "hunter" mindset to build and sustain an active sales pipeline equal to 3x quota or greater.
• Strategic Account & Partner Management:
  Build deep trust and strategic rapport with key decision‑makers across the US Navy, USMC, and major System Integrators.
• C‑Suite & Executive Engagement:
  Position Trellix's value proposition directly to agency executives, program managers, and senior leadership up to the CIO and CISO levels.
• Solution Positioning:
  Identify customer pain points and mission requirements to competitively position Trellix’s integrated product portfolio and services.
• Forecasting Excellence:
  Maintain high accuracy in forecasting weekly, monthly, quarterly, and annual Commit, Upside, and
  Pipeline metrics within CRM.
• Lead Ecosystem & Channel Strategy:
  Collaborate closely with channel partners and lead cross‑functional internal teams (Sales Engineers, Product Specialists, Executive Sponsors) to close high‑value defense contracts.

• DoD & SI Sales Expertise:
  Prior success selling directly into the U.S. Navy, U.S. Marine Corps, and large Federal System Integrators.
• Cybersecurity Background:
  Hands‑on experience selling cloud‑delivered (SaaS) and on‑premises cybersecurity solutions, with an understanding of Sec Ops and Dev Sec Ops  environments.
• Federal Procurement Knowledge:
  Deep understanding of DoD budgeting, contracting vehicles, FAR/DFARS regulations, and defense policy processes.
• Channel Ecosystem Mastery:
  Experience leveraging Federal channel partners, distributors, and contract vehicles to accelerate deals.

• Proven Track Record:
  Demonstrated history of consistent quota attainment and territory growth selling enterprise cybersecurity software, hardware, and services.
• Execution & Territory Planning:
  Strong account planning, pipeline management, and contract execution skills.
• Executive Communication:
  Exceptional ability to articulate complex security concepts and value propositions clearly to both technical and non‑technical stakeholders.
• Education:
  
  Bachelor’s degree or equivalent practical experience.
• Travel:
  Willingness and ability to travel regularly to customer and partner sites as needed.
• Team Leadership:
  Strong collaborative skills with a track record of leading account teams to drive complex sales cycles.

This position is paid (in part) on a commission basis. The Base Pay Range is $130,000 - $180,000. The On Target Earnings (OTE) Range (base pay plus on target commission) is $280,000 – $340,000. 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…