OEM Account Executive Embedded - Frisco - Trellix

    Trellix
    Trellix Frisco

    1 day ago

    Description

    OEM Account Executive Embedded & Platform Security

    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.

    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.

    About the Role

    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

    This is a Remote/Hybrid role at Frisco, TX.

    About You

    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 (918 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

    This position is paid (in part) on a commission basis. The Base Pay Range is $100,000 - $160,000. The On Target Earnings (OTE) Range (base pay plus on target commission) is $200,000 $275,000. 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.

    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.


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