Federal Sales Account Manager – IC / Special Programs at Trellix
Herndon, VA 20190
About the Job
Job Title:Federal Sales Account Manager – IC / Special ProgramsAbout Trellix:Trellix is a global company redefining the future of cybersecurity and soulful work
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
More at . 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.Key ResponsibilitiesSelling 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.Minimum QualificationsTrack 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 QualificationsDemonstrated success selling into IC agencies.Working knowledge of the IC programs and organization – objectives, requirements, and challenges. Preferably with positive existing relationships.Active TS/SCI/TK clearance with retention badgeLocated in the Washington DC Metro areasDirect selling expertise with cyber security cloud delivered and on-prem technology to new customers.SecOps and/or DevSecOps experience and understandingWorking knowledge of channel sales model and ability to leverage the channel to drive growth.Understanding of DOD/IC budgeting, contracting, and policy processesInterest and ability to contribute on strategic and legislative initiatives which advance Trellix’s support of missionThis 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 PlansMedical, Dental and Vision CoveragePaid Time OffPaid Parental LeaveSupport for Community InvolvementWe'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.SummaryLocation: US, Virginia, RestonType: Full time
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
More at . 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.Key ResponsibilitiesSelling 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.Minimum QualificationsTrack 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 QualificationsDemonstrated success selling into IC agencies.Working knowledge of the IC programs and organization – objectives, requirements, and challenges. Preferably with positive existing relationships.Active TS/SCI/TK clearance with retention badgeLocated in the Washington DC Metro areasDirect selling expertise with cyber security cloud delivered and on-prem technology to new customers.SecOps and/or DevSecOps experience and understandingWorking knowledge of channel sales model and ability to leverage the channel to drive growth.Understanding of DOD/IC budgeting, contracting, and policy processesInterest and ability to contribute on strategic and legislative initiatives which advance Trellix’s support of missionThis 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 PlansMedical, Dental and Vision CoveragePaid Time OffPaid Parental LeaveSupport for Community InvolvementWe'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.SummaryLocation: US, Virginia, RestonType: Full time
