OEM Account Executive Embedded & Platform Security
Trellix, Frisco, Texas, United States, 75034
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.
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.