Job Title:
Account Executive, OEM salesAbout 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:
OEMセールス担当のエンタープライズ・アカウント・マネージャーとして、成長企業における技術組み込みを戦略的に提案し、成立させることで収益成長の推進を図ります。複雑な販売サイクルを把握し、Trellixのセキュリティエンジンが主要メーカーやサービスプロバイダーのコア製品やサービスに統合されるよう確実にすることで、長期的で拡張性のある収益の流れを確保します。
This position is responsible for leveraging knowledge of Trellix products and services to connect with the Value Added Distributors (VAD) and the OEM partners to generate the OEM opportunities.
1.アカウント戦略と拡大：ターゲットとなるOEMアカウントのエンタープライズカスタマーと強固な関係を構築・維持し、アップセル機会を特定し、継続的な成長を確実にします。
2. 新規事業開発：新規のターゲットアカウントを積極的に特定し開拓し、「デザイン・イン」の成功を確保します
3.戦略的なデザイン・イン：Trellixの技術をパートナーの製品ロードマップと整合させることで、「デザイン・イン」プロセスを主導します。
4.取引実行と収益管理：初期の見込み客開拓から最終契約の実行まで、セールスパイプライン全体を担当頂きます。ライセンス料、ロイヤリティ、および数量コミットメントに焦点を当てた高価値の交渉を推進し、年間販売目標を達成、最大化します。
5.パートナー管理：戦略的なパートナーと協力し、円滑な契約実行、ロイヤリティ報告、および履行プロセスを確実にします。パートナーネットワークを活用してOEMのリーチを拡大し、業務効率を最適化します。
必須スキルと資格（Required Skills and Qualifications）：
1.経験：製造業またはOEM分野におけるB2Bセールスで、ソフトウェア、ハードウェアソリューション問わず、実証された経験があること。
2. ターゲット分野の専門知識：日本の主要メーカーまたはサービスプロバイダーの開発（R&D）部門または製品企画部門と関わる直接的な販売経験があること。
3. 交渉力：顧客間の複雑な交渉を主導し、技術的な関係者と調達/役員レベルのリーダーシップの両方からコミットメントを確保する能力。
4.市場情報：市場のトレンド、競合他社の活動、および業界の動向を監視し、販売戦術をCatch upすること。
5. 語学力：英語は基本的なレベルで可。ただし、グローバルな環境で学び、コミュニケーションをとる強い意欲があることを条件とします。
We’re seeking a qualified sales professional to perform the following duties and be responsible for central government agencies, their subsidiaries, and local government organizations.
-Objectives may include revenue, margin, volume, MSS, product mix as defined by management.
-Responsible for driving incremental demand creation efforts with customers for development
-Keeps management informed by submitting activity and results reports, such as weekly reports, call reports, MEDDICC, account plans, or other form reports.
-Understands Trellix's portfolio of products, solutions, and services, and introduces Trellix solutions to potential customers.
-Analyzes the customer environment to uncover customer needs and works with technical resources to provide expertise as needed to meet customer requirements.
-Works closely with customers to drive POCs and/or various GTM activities to align with Trellix corporate strategy.
-Generates demand with resellers and end users to increase mind share, product awareness, and business relationships.
-Contributes to team efforts by achieving related results as needed.
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.
Skills Required
- Proven B2B sales experience in manufacturing or OEM (software or hardware solutions).
- Direct sales experience with R&D or product planning departments of major Japanese manufacturers or service providers.
- Strong negotiation skills to lead complex deals and secure commitments from technical and procurement/executive stakeholders.
- Knowledge of Trellix products and cybersecurity solutions; ability to introduce solutions and lead POCs and GTM activities.
- Experience driving OEM design-in processes and aligning technology with partner product roadmaps.
- Experience working with government and public-sector accounts (central agencies, subsidiaries, local governments).
- Ability to produce activity and results reports (weekly reports, call reports, MEDDICC, account plans).
- Basic English proficiency with willingness to operate and communicate in a global environment.
Trellix Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Trellix and has not been reviewed or approved by Trellix.
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Leave & Time Off Breadth — Time off options include paid leave, flexible time off, volunteer time, and “unlimited PTO” reported in the U.S. Usage often depends on team norms and coverage but is viewed favorably where supported.
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Parental & Family Support — Parental support features paid parental leave and family programs such as backup care, fertility, adoption, and neurodiversity assistance. Some accounts describe extended paid leave at full pay in practice.
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Healthcare Strength — Core health coverage is comprehensive, including medical, dental/vision, mental-health/EAP access, and an integrated wellbeing approach. Coverage quality is characterized as solid and comparable to large tech employers.
Trellix Insights
What We Do
Trellix is a global company redefining the future of cybersecurity. The company’s open and native extended detection and response (XDR) platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix’s security experts, along with an extensive partner ecosystem, accelerate technology innovation through machine learning and automation to empower over 40,000 business and government customers.
