Job Title:

Director of PubSec Channel and Distribution

About Trellix:

Trellix is the cybersecurity company transforming security operations with artificial intelligence (AI), analytics, and automation to create a resilient digital world. Our market-leading AI-powered XDR Platform learns and adapts to disrupt active threats and empower CISOs with living security. The platform’s open architecture and broadest set of native security controls across endpoint, email, network, cloud, and data security integrates with over 500 third-party tools to create multi-vector, multi-vendor event correlation and context to speed up investigations. The Trellix Advanced Research Center provides an additional layer of protection by continuously informing the platform on the latest threat actor TTPs (techniques, tactics, and procedures) and recommendations from millions of global sensors. Trellix and an extensive partner ecosystem accelerate technology innovation and empower over 40,000 business and government customers to build confidence in the protection and resilience of their operations. Learn more at Trellix.com.

Role Overview:

Trellix is in search of a Director of PubSec Channel and Distribution to develop and grow Trellix Revenue through its solutions partners, by aligning their go-to-market sales motions with Trellix’s and ensuring they have the knowledge, capabilities, and tools to be successful.

About the Job:

The Director of PubSec Channel and Distribution will be directly responsible for managing assigned strategic partners within the Public Sector ecosystem and indirect sales within assigned territory as well as indirectly for the success of all partners working with Trellix.

We are seeking an experienced Director with a proven track record of success and a thorough understanding of Public Sector channel partner landscape in the region.

The primary focus will be to drive incremental partner-led revenue (New Business & Net New Logos), drive enablement training with new and existing partners (both sales & technical training), and foster a productive engagement model (internal & external) throughout the region. This individual must be able to thrive in a competitive and dynamic culture. The role will report directly to the VP Americas Channel Sales.

The ideal candidate will have a varied background, have an entrepreneurial spirit, and likes to build and innovate new strategic programs.  Must be a self-starter and have a ‘start-up’ mentality; not afraid to run at a fast pace in a changing environment with a fun and collaborative team!

• Manage assigned strategic partners within the Public Sector ecosystem, to include Federal, State, Local, Healthcare, Education – responsible for overall growth, executive influence, and adoption of solutions

• Manage existing base of partners in the assigned region - driving incremental revenue, developing solution competency, and enabling program compliance

• Direct the recruitment and engagement efforts of new partners as needed to support company initiatives and reach defined performance metrics

• Design, propose, implement, and execute enablement and promotional programs to drive sales success within the region

• Build and execute territory plans for both assigned strategic partners and select emerging partners in the region

• Lead facilitator for communication between partners and Trellix.

• Help facilitate resources from Trellix Region and Trellix Corporate for partners

• Conduct quarterly business reviews, both internally and externally

• Drive product marketing, and demand generation activities with partners to accompany Trellix products/solutions on partner’s website, seminars, and tradeshows

• Proactively communicate with Trellix region staff on Channel pipeline and forecasts

• Monitor, assess, and report on a continual basis the security vendor's competitive situation within the channel partners in the region

• Represent Trellix's channel in the region and evangelize our mission and purpose both internally and externally

• Should be able to communicate clearly and concisely through all available means of communication.

• Daily objectives should include the following: Innovation, Customer Obsession, Sense of Urgency, Collaboration, and Community.

About You:

• Must have 10+ years of sales and Public Sector Channel Sales experience working with local, regional, and national partners in the computer networking & security space.

• Ability to travel >50% of the time

• Strong understanding of the Public Sector Channel ecosystem – roles of VARs, National Solution Providers, System Integrators, and Distributors.

• Have proven, existing, and positive relationships through the region within this ecosystem of partners is a requirement.

• Have proven, existing, and positive relationships with strategic Partners within this ecosystem of Cybersecurity

• Proven record of consistent over-achievement in quota-bearing roles.

• Proven track record of working effectively with Cross-functional teams, both internally and externally.

Additional Qualifications:

• Must have Channel Manager experience

• Strong technical knowledge with a broad range of security and networking technologies.

• Outstanding Presentation, Written, and Verbal Communication Skills.

• Experience selling consulting services a plus

• Must have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process.

• Ability to develop relationships and work extensively at the executive level.

• Provide accurate forecasting to Reporting Manager regularly via Salesforce.

• Ability to self-motivate and multi-task and work independently or within a team Success Factors.

• Strong leadership skills.

• Direct interaction with the Customers, Partners, Marketing, Peers and Trellix’s Corporate team will comprise a major portion of this assignment.

This position is paid (in part) on a commission basis. The Base Pay Range is $105,000 - $195,000. The On Target Earnings (OTE) Range (base pay plus on target commission) is $210,000 - $350,000.  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 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.