OEM Software Sales Account Rep

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:
• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

Benefits

Additional Information

Job Title: OEM Software Sales Account Rep 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: We are seeking an OEM Account Executive to drive growth of our embedded and platform security business. This role is responsible for securing net-new logos and closing design wins with device manufacturers, industrial platforms, and SaaS collaboration providers embedding security into the products and services they deliver to their customers. This is a long-cycle, partnership-driven sales motion centered on multi-year OEM agreements that create durable recurring revenue. This is not a traditional enterprise IT sales role. 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 This is a Remote/Hybrid role in Germany

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