The posting
Job Title:
Account Manager
About Trellix Trellix is a global cybersecurity leader helping organizations build cyber resilience for the AI era. Combining AI-native security, operational threat intelligence, and automated detection and response, Trellix provides defense-grade protection at machine speed across on-premises, air-gapped, operational technology, hybrid, and cloud environments. Trellix helps customers anticipate threats, scale effective security operations, maintain business continuity, and adapt their security posture for the modern threat landscape. Working with a broad partner ecosystem and global intelligence collaborators, Trellix helps strengthen the collective defense against cybercriminals and state-sponsored attacks. At Trellix, we empower professionals at all career stages to expand their technical expertise, lead strategic initiatives, and make a tangible global impact. Whether you are an industry pioneer or an emerging specialist, Trellix provides the tools and opportunities to enhance and expand your skill set. Join our mission to scale AI-driven cyber defense alongside an AI-accelerated threat landscape, and help build a safer, more resilient future. More at https://trellix.com.
Role Overview:
The Account Manager will be responsible for managing all accounts in the mulicountry territory. They are required to lead their cross-functional team (Sales Engineering, Channel, Inside Sales, CSM, and Renewals) to efficiently close deals and meet their quota in their designated territory.
About the Role:
The Account Manager is responsible for driving revenue growth and managing strategic customer relationships across the assigned Central America and the Caribbean (CCA) territory. This role focuses on expanding within existing customers, acquiring new accounts, and positioning Trellix as a trusted cybersecurity partner across the region.
The Account Manager will develop and execute territory and account strategies, manage complex sales cycles, and collaborate closely with channel partners, technical resources, and internal stakeholders to achieve business objectives. This role requires strong ownership of territory performance, executive engagement capabilities, and the ability to operate independently in a dynamic regional environment.
Given the shared nature of technical resources, the Account Manager is expected to demonstrate solid foundational knowledge of cybersecurity concepts and the ability to lead initial technical discussions with customers while coordinating deeper engagement with Sales Engineering when required.
Key Responsibilities:
- Achieve and exceed assigned revenue targets across the territory.
- Develop and execute territory and account plans to drive growth within existing customers and new prospects.
- Build and maintain strong relationships with senior stakeholders, including security leaders, IT executives, and business decision makers.
- Manage complex sales cycles from opportunity identification through negotiation and closure.
- Lead initial discovery conversations, understanding customer business and technical challenges.
- Position Trellix solutions by articulating business value and high-level technical capabilities.
- Collaborate with channel partners to develop opportunities, execute go-to-market initiatives, and accelerate deal progression.
- Coordinate internal resources, including Sales Engineering and Professional Services, to support customer engagement and opportunity advancement.
- Drive expansion opportunities within the installed base through cross-sell and upsell strategies.
- Maintain accurate pipeline visibility and forecasting discipline in CRM systems.
- Monitor competitive landscape and market trends to effectively position Trellix solutions.
- Operate with a high level of ownership, accountability, and autonomy within the assigned territory.
- Territory Coverage: Panama, Puerto Rico, Dominican Republic, and the English-speaking Caribbean (e.g., Jamaica, Trinidad and Tobago, Cayman Islands).
Travel may be required to support customer and partner engagement.
About You:
- Proven track record of achieving or exceeding sales targets in enterprise or commercial technology sales environments.
- Experience managing complex sales cycles involving multiple stakeholders.
- Solid understanding of cybersecurity or enterprise IT concepts, with the ability to discuss technical topics with customer stakeholders.
- Ability to understand and articulate solution architectures at a high level.
- Strong relationship-building and executive communication skills.
- Experience working with channel partners and indirect sales models.
- Strong business acumen with the ability to articulate value propositions aligned to customer outcomes.
- Self-motivated with the ability to operate independently in a fast-paced environment.
- Excellent organizational, forecasting, and pipeline management skills.
- Experience using CRM tools and structured sales methodologies.
Company Benefits and Perks:
We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we 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 a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment 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.
Our Commitment to You:
At Trellix, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.
Trellix conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.
Trellix also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Trellix will never keep any original work authorization documents that we may be required to review during the hiring process.
