Federal Sales Account Manager – SIs

Trellix is a global cybersecurity company providing an open cybersecurity platform powered by artificial intelligence, automation, and analytics. The Federal Sales Account Manager – SIs will drive cybersecurity sales to U.S. Department of Defense Systems Integrator partners by building relationships, generating pipeline, positioning solutions, managing forecasts, and leading cross-functional teams through complex defense contracts.

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
• Willingness and ability to travel regularly to customer and partner sites as needed
• 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