Trellix

Consultant

• Skyhigh Security製品やソリューションのデモンストレーション
• 顧客の要件を明確にし市場において差別化されたソリューションの提示
• 営業チームと連携しエンドユーザーとの会議に出席
• 顧客環境での導入と拡大の機会を理解するためのギャップ分析
• POC、ビジネスレビューの実施

Technical Consultant

Account Manager

• Lead the strategy and execution for accounts in Central territory
• Design and execute comprehensive channel sales strategies
• Lead regular sales reviews to ensure all targets are met
• Drive consistent bookings through the partner ecosystem
• Cultivate high-impact relationships with senior executives at key reseller partners

Channel Account Manager

Sales Engineer

• Drive architectural leadership by designing multi-vector security architectures.
• Lead the end-to-end technical sales lifecycle from initial discovery to winning complex RFPs.
• Own the Proof of Value (POV) process, defining success criteria that prove Trellix’s superior ROI.
• Act as a bridge between the Western US market and Product Management teams.
• Contribute to regional sales strategy by identifying new use cases and participating in field marketing events.

• Manage a portfolio of assigned channel partners in a territory
• Conduct regular cadence calls to review pipeline, forecast, and growth plans.
• Drive partner activation, onboarding, and enablement.
• Support partners with program updates, rebates, promotions, and compliance requirements.
• Build and manage partner-sourced and partner-led pipeline.
• Track and influence forecast accuracy and closure timelines.
• Support upsell, cross-sell, and renewal motions.

Partner Manager

Account Executive

• Consistently exceed assigned quotas by mastering the art of the 'complex close'.
• Develop and execute sophisticated account plans that maximize the Trellix footprint.
• Act as a trusted advisor to CISOs and IT leadership.
• Lead a 'pod' of experts including Sales Engineers and Global Teams.
• Proactively identify white-space opportunities within your portfolio.

Solutions Engineer

• Drive architectural leadership by partnering with Account Managers to design multi-vector security architectures.
• Lead the end-to-end technical sales lifecycle, from initial discovery to winning RFPs.
• Own the Proof of Concept (POC) process, defining success criteria that prove Trellix’s superior ROI.
• Act as a bridge between the TOLA market and Product Management teams.
• Contribute to regional sales strategy by identifying new use cases and participating in field marketing events.

Senior Solutions Engineer

Supply Chain

• Develop and execute global alliance strategies focused on GTM alignment, including partner selection, onboarding, and performance optimization to drive mutual revenue goals.
• Lead joint GTM planning with partners, including co-selling programs, sales enablement, demand generation activities, and market expansion initiatives to promote Skyhigh Security's SSE, CASB, and data protection solutions.
• Cultivate and maintain high-level relationships with key stakeholders at partner organizations, ensuring ongoing engagement, issue resolution, and alignment on business objectives.
• Monitor alliance performance through KPIs such as pipeline generation, deal closure rates, and revenue contribution; provide regular reports and insights to senior leadership.
• Collaborate with internal teams (e.g., sales, marketing, product, and customer success) to integrate alliance activities into broader company strategies and ensure seamless execution.
• Stay abreast of industry trends in cybersecurity, cloud security, and AI-driven threats; identify new alliance opportunities and competitive positioning to enhance GTM effectiveness.
• Oversee alliance agreements, negotiations, and renewals, ensuring compliance and maximizing value for both parties.
• Represent Skyhigh Security at industry events, partner summits, and global meetings to strengthen alliances and explore new collaborations (up to 30% travel may be required).

Global Alliances and Distribution Manager

• Consistently exceed assigned quotas by mastering the art of the "complex close"
• Develop and execute sophisticated account plans that maximize the Trellix footprint
• Act as a trusted advisor to CISOs and IT leadership
• Lead a "pod" of experts to deliver seamless product evaluations
• Proactively identify white-space opportunities within your portfolio

Majors Account Executive

• Maintain and expand relationships with strategically important and large enterprises
• Achieve sales quota and assigned strategic account objectives
• Help customers protect themselves from the threat landscape
• Develop and orchestrate account plans to achieve customer outcomes
• Engage with prospects on current and future cyber security programs
• Build and maintain a balanced pipeline

Enterprise Account Manager

• Conduct in-depth analysis of Android applications and SDKs to understand their codebase, architecture, functionality and to identify potential risks
• Employ advanced reverse engineering techniques to extract information from various codebases, including decompilation, disassembly, and debugging
• Identify user and device risk, data leakage, and malicious code execution within Android apps and SDKs
• Gather, analyze and report threat intelligence related to Android malware, exploits, and emerging security trends
• Collaborate with security researchers, developers, and other stakeholders to share findings, provide recommendations, and contribute to the development of secure applications and ecosystem

Solution Consultant

Android Engineer

• Conduct in-depth analysis of Android applications and SDKs to understand their codebase, architecture, functionality and to identify potential risks
• Employ advanced reverse engineering techniques to extract information from various codebases, including decompilation, disassembly, and debugging
• Identify user and device risk, data leakage, and malicious code execution within Android apps and SDKs
• Gather, analyze and report threat intelligence related to Android malware, exploits, and emerging security trends
• Collaborate with security researchers, developers, and other stakeholders to share findings, provide recommendations, and contribute to the development of secure applications and ecosystem.

Reverse Engineer – Android

• Lead the strategy and execution for partners
• Design and execute comprehensive channel sales strategies
• Drive consistent bookings through the partner ecosystem
• Cultivate and leverage high-impact relationships with senior executives

Analyst

• Amplify corporate narrative and drive market momentum within the cybersecurity analyst community
• Partner with product leaders for effective analyst engagements
• Define key themes articulating customer value and product differentiators
• Collaborate with Product to execute programs for awareness and credibility
• Own and manage participation in high-stakes analyst evaluations
• Evangelize critical analyst research to executive leadership and sales teams

Director, Analyst Relations

• Execute high-volume outbound strategies to identify and land new logos.
• Work closely with channel partners and distributors to co-sell, register deals, and drive incremental revenue.
• Proactively identify upsell and cross-sell opportunities within your book of business.
• Lead the entire process, from initial discovery and technical validation to final contract negotiation for new business and support retention and expansion.
• Develop and implement plans to penetrate key accounts and expand the Trellix footprint.
• Maintain a structured approach to quoting and forecasting to consistently overachieve quarterly targets.
• Stay current on product suites and competitive risks to position Trellix as the premier security solution.

Inside Sales Representative, Various Languages

• Maintain current book of business and drive growth through sales renewals
• Manage a territory of accounts and help guide customers and channel partners through the renewals process
• Work with regional partners to guide deal review processes, renewals, account and territory planning
• Manage bottlenecks in the renewals process and recommend solutions
• Be a trusted advisor to customers and partners
• Manage the ongoing messaging, including providing status updates for Quarterly Business Reviews (QBR), planning, and opportunity management with the Commercial renewals team
• Build reports and dashboards in Salesforce, ensure information is up-to-date and valuable to senior partners
• Identify opportunities for process optimization, process redesign, or development of new processes/policies
• Maintain Renewals forecast with a focus on timeline and accuracy

Technical Consultant

Channel Account Manager

Sales Engineer

Partner Manager

Account Executive

Senior Solutions Engineer

Global Alliances and Distribution Manager

Majors Account Executive

Enterprise Account Manager

Solution Consultant

Reverse Engineer – Android

Channel Account Manager

Director, Analyst Relations

Inside Sales Representative, Various Languages

Account Manager – Renewal Sales