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Reston, Virginia, United States
Remote only
Job Title:
Federal Sales Account Manager – SIsAbout Trellix
Trellix is a global cybersecurity leader helping organizations build cyber resilience for the AI era. Combining AI-native security, operational threat intelligence, and automated detection and response, Trellix provides defense-grade protection at machine speed across on-premises, air-gapped, operational technology, hybrid, and cloud environments. Trellix helps customers anticipate threats, scale effective security operations, maintain business continuity, and adapt their security posture for the modern threat landscape. Working with a broad partner ecosystem and global intelligence collaborators, Trellix helps strengthen the collective defense against cybercriminals and state-sponsored attacks. At Trellix, we empower professionals at all career stages to expand their technical expertise, lead strategic initiatives, and make a tangible global impact. Whether you are an industry pioneer or an emerging specialist, Trellix provides the tools and opportunities to enhance and expand your skill set. Join our mission to scale AI-driven cyber defense alongside an AI-accelerated threat landscape, and help build a safer, more resilient future. More at https://trellix.com.
Role Overview:
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 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 (SecOps, Endpoint, Cloud, and Data Security) to the modern warfighter and the integrators who support them.
About the role:
Key Responsibilities
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 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.
About you:
Preferred Qualifications
DoD & SI Sales Expertise: Prior success selling directly into large Federal System Integrators.
Cybersecurity Background: Hands-on experience selling cloud-delivered (SaaS) and on-premises cybersecurity solutions, with an understanding of SecOps and DevSecOps 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.
Minimum Qualifications
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 operational business needs. Compensation may also include long-term incentives, subject to various metrics and company policy.
#LI-Remote
Company Benefits and Perks:
We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we 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 a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment 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.
Our Commitment to You:
At Trellix, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.
Trellix conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.
Trellix also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Trellix will never keep any original work authorization documents that we may be required to review during the hiring process.
