Job Title:

Federal Sales Account Manager – IC / Special Programs

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About Trellix:

Trellix is a global company redefining the future of cybersecurity and soulful work. 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.

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Role Overview:

As a member of the Trellix United States DoD/IC Sales Team, the focus of this sales position is to engage with IC components effectively and passionately, leading them on their journey to secure mission networks with intelligent, agile, and resilient cyber security solutions.

• Selling the company’s products or services to and maintaining relationships with existing accounts.
• Meeting and exceeding assigned revenue quota.
• Consistently driving new business pipeline (hunter mentality).  Building pipeline to 3x quota or greater.
• Exceptional relationship building/relationship management skills to establish rapport, trust, and confidence with customers.
• Identifying and analyzing the needs of customers and determine how to position Trellix products and professional services to competitively meet those needs.
• Accurately forecasting business Commit, Upside and Pipeline (weekly, monthly, quarterly, annually).
• Identify potential customers, initiate a sales relationship, and prepare and present a Trellix security solution.
• Engage and work with agency executives up to the CIO and CISO level.
• Leveraging and leading all internal & external resources available to ensure success.  Strong team player and account team lead.
• Leveraging our channel partners to drive new revenue.

Required Qualifications

• Track record and ability to grow a sales territory footprint and revenue.  Solid account planning and execution skills.
• Demonstrated success closing software, hardware and services contracts exceeding $2M+.
• Bachelor's Degree.
• Active TS/SCI/TK clearance.  Must be a US Citizen.
• Experience selling into IC for 5+ years.
• Ability to effectively communicate the value proposition of comprehensive cybersecurity solutions.
• Consistent quota attainment selling enterprise software, hardware, and services.
• Must be able to travel to customer locations.
• Strong team player which leverages all internal & external resources available to ensure success.

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Preferred Qualifications

• Demonstrated success selling into IC agencies.
• Working knowledge of the IC programs and organization – objectives, requirements, and challenges.  Preferably with positive existing relationships.
• Active TS/SCI/TK clearance with retention badge.
• Located in the Washington DC Metro areas.
• Direct selling expertise with cyber security cloud delivered and on-prem technology to new customers.
• SecOps and/or DevSecOps experience and understanding.
• Working knowledge of channel sales model and ability to leverage the channel to drive growth.
• Understanding of DOD/IC budgeting, contracting, and policy processes.
• Interest and ability to contribute on strategic and legislative initiatives which advance Trellix’s support of mission.

This position is paid (in part) on a commission basis. The Base Pay Range is $150,000 - $200,000. The On Target Earnings (OTE) Range (base pay plus on target commission) is $245,000 – $425,000. 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.

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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

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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.

Who we are

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Kentik is the network observability company. Our platform is a must-have for the network front line, whether digital business, corporate IT, or service provider. Network professionals turn to the Kentik Network Observability Cloud to plan, run, and fix any network, relying on our infinite granularity, AI-driven insights, and insanely fast search.

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Kentik makes sense of network, cloud, host, and container flow, Internet routing, performance tests, and network metrics. We show network pros what they need to know about their network performance, health, and security to make their business-critical services shine. Networks power the world's most valuable companies, and those companies trust Kentik. Market leaders like IBM, Box, and Zoom rely on Kentik for network observability. Visit us at kentik.com and follow us at @kentikinc.

• Develop plans and strategies for developing business and achieving or exceeding the company's sales goals
• Prospect for new business with new customers, both Enterprise and Service Provider, to rapidly expand given territory
• Leverage channels as a GTM strategy
• Create, build, and foster a sense of team across all functional roles in the North American West revenue team
• Manage the sales teams, operations and resources to deliver profitable growth - creating a culture of success and ongoing business and goal achievement
• Work with the VP of Global Sales to define optimal sales team structure
• Manage customer expectations and contribute to a high level of customer satisfaction.
• Define and execute sales processes that drive desired sales outcomes and identify improvement
• Manage all aspects of the sales cycle, including coordinating and maintaining strong relationships with product + solutions engineering, product management, customer success, alliances/channel, product/event marketing
• Provide detailed and accurate sales forecasting
• Work with the team to build quarter over quarter increasing pipeline
• Compile information and data related to customer and prospect interactions
• Recruit the very best talent in this market, ideally from an existing network of contacts, in conjunction with the Kentik Recruiting team
• Network effectively with local and national prospects, customers, and partners and develop strong professional relationships
• Mentor direct reports

Required Qualifications:

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• 5-7+ years of experience in a management role in a North American Management role for SaaS companies
• SaaS/high-tech experience is a must. Significant experience selling a SaaS product, via Channel Partners and Direct Sales. Network sales experience is a definite plus.
• Exceptionally well-organized and driven by success
• Ability to thrive in high-pressure situations
• Outstanding negotiating skills
• Experience with MEDDPICC sales methodology
• Adept with modern revenue tools (Salesforce, LinkedIn Sales Navigator, 6Sense, Gong, Clearbit, etc.). Take detailed notes and have that information continuously updated in Salesforce
• Ability to communicate effectively with all levels of an organization, from network engineer to CEO
• Current knowledge of competitors and industry trends
• Analytical thinker with superior problem-solving skills
• A proven track record of expanding revenue opportunities and closing deals
• Decisive and committed
• A charismatic leader who promotes and fosters strong collaboration and partnerships among the team

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Preferred Qualifications:

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• Located in the San Francisco Bay area (strongly preferred)
• Large established network of relationships with target companies in defined target markets

What we offer

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Kentik is a fully remote company that operates globally. We seek professionals that will help us thrive as an organization, and in turn, to broaden and enhance your career. We’re very thorough in the interview process to understand your skills and how they will relate to your successful growth here at Kentik. Our compensation philosophy encompasses a fair program for all in order to attract, engage and retain talented individuals who will drive our business and wow our customers.

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The base salary range for this position is: $160,000 - $200,000, with an expected overall targeted earnings (OTE) range of: $320,000 - $400,000. The salary range and OTE reflect the low and high end of the U.S. range Kentik reasonably and generally expects to pay the hired candidate in this role. The actual salary offered may be lower or higher than the stated range depending on various factors, including but not limited to:

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• Experience with the skill sets required for success
• Demonstrated competencies and potential
• A geographic market-based approach

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In addition to a great career opportunity, Kentik offers stellar benefits for our employees, which include:

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• 100% of premiums are paid by company for health, vision and dental coverage for you and your dependents
• Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family
• Paid family & medical leave
• Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays
• 401(k) retirement account
• Home office reimbursement
• Stock options

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Note: Benefits are as listed for all US full-time employees. For compensation, international applicants will be treated equitably in relation to the laws applicable within the countries in which we operate.

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Come work with us

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The true meaning of Kentik is visibility. We’re committed to making sure everyone feels empowered to use their voice, has a sense of belonging, and is represented at Kentik.

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We don’t look for individuals who fit the culture, but those who will continue to add to the culture.

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We encourage everyone to apply, especially those individuals who are underrepresented in the industry: people of color, LGBTQI+ community, women, individuals with disabilities (both seen and unseen), veterans, and people of any age or family status.

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Kentik is committed to creating an inclusive interview process. If you require a reasonable accommodation during the application or interview process, please reach out to recruiting@kentik.com.

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Come as you are!

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You will be working at a fast-growing, well-funded startup alongside industry thought leaders and network aficionados as we build the future of observability and set the high bar for how network operations and digital businesses should run. With a competitive salary and amazing benefits on top of the meaningful and challenging projects you’ll take on, we’re sure you’ll enjoy joining the Kentik team.

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#li-remote

Summary

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Eastman’s current hiring policy encourages and prefers new hires be fully vaccinated before reporting to work in this role when possible.

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Company Overview

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Founded in 1920, Eastman is a global specialty materials company that produces a broad range of products found in items people use every day. With the purpose of enhancing the quality of life in a material way, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. The company’s innovation-driven growth model takes advantage of world-class technology platforms, deep customer engagement, and differentiated application development to grow its leading positions in attractive end markets such as transportation, building and construction, and consumables. As a globally inclusive and diverse company, Eastman employs approximately 14,000 people around the world and serves customers in more than 100 countries. The company had 2021 revenues of approximately $10.5 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.

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The Eastman Cybersecurity Risk Manager reports to the Chief Information Security Officer and leads a team of individual contributors who identify, analyze, and elevate cybersecurity risk to stakeholders. You will take on the challenge of standardizing a cybersecurity risk management program and gain global experience while working across diverse backgrounds and experiences.

• Lead cybersecurity maturity assessments to benchmark against peers and best practices
• Understand regulations, guidelines, and industry practices to manage risk and ensure compliance (e.g., NIST CSF, NIST SP 800-53, SOX, GDPR)
• Establish and maintain cyber risk criteria
• Identify and document cyber threats, both internal and external
• Prioritize and communicate the potential business impacts and likelihood of risk events
• Work with other business units to establish a strong risk-awareness culture
• Explain roles in managing risk to all enterprise levels
• Monitor cybersecurity control effectiveness
• Develop and audit security documentation to include policies, standards, and procedures
• Provide leadership and subject matter expertise/training to other risk disciplines, business units, and corporate functions
• Stay abreast of research and benchmarking for risk management practices in alignment with cybersecurity industry and regulatory requirements
• Challenge your colleagues about security trends and developments
• Manage the performance and development of risk management employees

Required Qualifications

• Coordinates and supervises the daily activities of a professional or a large and/or moderately complex support/operations team up. May include subordinate work leaders. Has formal supervisor responsibilities; sets priorities for, and coaches team members to meet objectives. Decisions are guided by policies, procedures, and business plan; receive guidance and oversight from manager.
• Requires thorough understanding and application of procedures and concepts within own discipline and basic knowledge of other disciplines.
• 4 years of relevant experience in IT (Information Technology) and/or risk management
• Demonstrated ability to build effective working relationships with multiple levels of an organization
• Technical knowledge, project management, and ability to influence others
• Excellent written and verbal communication skills
• Bachelor’s degree

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Preferred Qualifications

• 2 years of people leadership experience
• Cybersecurity and/or risk certifications

Eastman as a company:

• 2022 Military Friendly Employer
• 2022 America’s Most Just Companies
• 2021 Top 50 Employer for Minority Engineer Magazine
• 2021 Fortune Change the World
• 2021 Barron’s Top 100 Most Sustainable Companies
• 2021 Corporate Champion
• 2020 World’s Most Ethical Companies (7 Time Honoree)
• 2020 Wall Street Journal World’s Most Sustainably Managed Companies
• 2020 Environment + Energy Leader Top Project of the Year Award
• 2020 Forbes Best Employer for Diversity
• 2020 Sourcing Journal’s Sustaining Voices
• Examine our corporate responsibility at responsibility.eastman.com.

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Eastman benefits:

• 401k with company matching
• Annual Retirement Savings Contribution – automatic 5% base pay
• Healthcare benefits, adoption and parental leave, vacation
• More at myeastmanbenefits.com

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Eastman Chemical Company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other characteristics protected by law.

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Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.