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Federal Sales Account Manager – IC / Special Programs

Reston, Virginia, United States of America


Job Title:

Federal Sales Account Manager – IC / Special Programs

Role Overview:

As a member of the Trellix United States DoD/IC Sales Team, the focus of this sales position is to engage with NGA and other IC components effectively and passionately, leading them on their journey to secure mission networks with intelligent, agile, and resilient cyber security solutions.

Company Overview

Trellix brings you a living XDR architecture that adapts at the speed of threat actors and delivers advanced cyber threat intelligence. We're changing what security means and what it can do, giving everyone in your organization the confidence that comes with being more secure, every day. Security threats are more dynamic and sophisticated than ever, and static and siloed solutions are simply not enough to keep businesses protected.  So Trellix imagined a new kind of resilient. One that could adapt at the speed of bad actors while propelling your SecOps teams ahead of potential attacks. A living, learning ecosystem that grows stronger, smarter, and more agile every day. 

Key Responsibilities

  • Selling 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 Qualifications

  • Track 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 DOD TS/SCI 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 Qualifications

  • Demonstrated success selling into NGA, NRO, and other IC agencies.
  • Working knowledge of NGA programs and organization – objectives, requirements, and challenges.  Preferably with positive existing relationships.
  • Active TS/SCI/TK clearance with retention badge
  • Located in the Washington DC or St. Louis Metro areas
  • Direct selling expertise with cyber security cloud delivered and on-prem technology to new customers.
  • SecOps and/or DevSecOps experience and understanding
  • Working knowledge of channel sales model and ability to leverage the channel to drive growth.
  • Understanding of DOD/IC budgeting, contracting, and policy processes
  • Interest and ability to contribute on strategic and legislative initiatives which advance Trellix’s support of mission

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.

  • Pension and Retirement Plans
  • Medical, Dental and Vision Coverage
  • Paid Time Off
  • Paid Parental Leave
  • Support for Community Involvement

We'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.


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