Federal Sales Account Manager – SIs

Trellix is hiring a Federal Sales Account Manager to grow revenue and cybersecurity sales across federal Systems Integrator accounts. The role focuses on building partner relationships, developing pipeline, positioning Trellix solutions for defense customers, and leading complex sales efforts.

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

Requirements:

• Demonstrated history of consistent quota attainment and territory growth selling enterprise cybersecurity software, hardware, and services
• Strong account planning, pipeline management, and contract execution skills
• Exceptional ability to articulate complex security concepts and value propositions clearly to both technical and non-technical stakeholders
• Bachelor's degree or equivalent practical experience
• Strong collaborative skills with a track record of leading account teams to drive complex sales cycles
• Prior success selling directly into large Federal System Integrators
• Hands-on experience selling cloud-delivered (SaaS) and on-premises cybersecurity solutions, with an understanding of SecOps and DevSecOps environments
• Deep understanding of DoD budgeting, contracting vehicles, FAR/DFARS regulations, and defense policy processes
• Experience leveraging Federal channel partners, distributors, and contract vehicles to accelerate deals