OEM Software Sales Account Rep

Job Title:

About Trellix   Trellix is a global company redefining the future of cybersecurity. The company’s comprehensive, open, and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security. More at https://trellix.com.

Role Overview:

Territory Focus (DACH)

• Germany-based role with primary focus on driving growth within the DACH region (Germany, Austria, Switzerland)

• DACH represents a priority growth market with significant, currently underpenetrated OEM opportunity

• Secure net-new OEM logos and expand presence within globally recognized industrial and platform companies

• Cultivate strong in-region relationships across engineering, product, and executive stakeholder groups

• Support broader EMEA OEM opportunities while maintaining DACH as the primary theatre of operations

Key Responsibilities

• Own and deliver against a multi-million-dollar annual quota tied to net-new logos, design wins, and bookings (multi-year OEM agreements and expansion within existing accounts)

• Identify, recruit, and close new OEM partners across industrial, medical, networking, retail (ATM/POS), infrastructure, and SaaS collaboration ecosystems

• Develop and execute account strategies focused on embedded security adoption within partner products and platforms

• Structure and negotiate complex, multi-year OEM agreements aligned to long-term recurring revenue models

• Drive both new design wins (leading indicator) and bookings (recognized revenue events)

• Build executive relationships across engineering, product, procurement, and C-level stakeholders

• Coordinate cross-functionally with Product, Legal, Finance, RevOps, and global OEM teams

• Maintain disciplined pipeline ownership and forecast accuracy

Required Experience:

• 7+ years of OEM or embedded technology sales experience

• Proven success securing net-new logos and closing complex multi-year agreements exceeding $1M+

• Demonstrated ability to deliver bookings in long-cycle OEM environments

• Experience navigating technical validation cycles and embedded product integrations

• Executive presence with the ability to engage both technical and business stakeholders

• Background in industrial automation, medical devices, networking, infrastructure, financial services, or SaaS ecosystems preferred

Operating Expectations

• Able to operate independently and work without a net

• Strong ownership mindset and high forecast discipline

• Comfortable building structure in ambiguous environments

• High tolerance for long-cycle sales (9–18 months)

• Commercial discipline in structuring multi-year agreements tied to bookings and future consumption

What This Role Is Not

• Not a transactional enterprise IT replacement sales role

• Not high-velocity seat-license selling

• Not channel-only account management

The ideal candidate understands the difference between selling into IT and embedding technology into a partner’s product or service offering.

What Success Looks Like

• Consistent net-new logo acquisition

• Secured design wins embedded into customer platforms

• Multi-year OEM agreements generating meaningful bookings

• Strong forecast discipline and cross-functional execution

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.