Job Title:
Inside Sales Representative
About Trellix:
Trellix, the trusted CISO ally, is redefining the future of cybersecurity and soulful work. Our comprehensive, GenAI-powered platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Along with an extensive partner ecosystem, we accelerate technology innovation through artificial intelligence, automation, and analytics to empower over 53,000 customers with responsibly architected security solutions.
We also recognize the importance of closing the 4-million-person cybersecurity talent gap. We aim to create a home for anyone seeking a meaningful future in cybersecurity and look for candidates across industries to join us in soulful work. More at https://www.trellix.com/.
Role Overview:
As an Inside Sales Representative at Trellix, you will play a crucial role in generating leads, qualifying prospects, and driving sales of our cutting-edge cybersecurity solutions. You will be responsible for engaging with potential customers through various channels, understanding their needs, and effectively communicating the value of Trellix's offerings.
This role requires a highly motivated and results-oriented individual with excellent communication skills, a passion for technology, a solid understanding of Salesforce and MEDDPICC, the ability to collaborate effectively with account managers, and experience driving business through channel partners.
About Role
• Lead Generation: Proactively identify and qualify potential customers through various channels, including inbound leads, outbound calling, email campaigns, social media, online research, and channel partner referrals.
• Prospecting: Research and identify key decision-makers within target accounts and develop targeted outreach strategies, including joint prospecting activities with channel partners.
• Needs Assessment: Conduct thorough needs assessments to understand customer challenges and requirements.
• Solution Selling: Effectively communicate the value proposition of Trellix's cybersecurity solutions and tailor presentations to address specific customer needs.
• Sales Cycle Management: Manage the sales cycle from initial contact and qualification to product demonstrations, proposal development, and closing. This includes leveraging the MEDDPICC framework.
• Collaboration: Work closely with field sales representatives, sales engineers, account managers, and channel partners to ensure seamless execution and customer satisfaction. This includes regular communication, joint account planning, collaborative efforts to achieve mutual objectives and sales targets, and supporting channel partner sales initiatives.
• CRM Management (Salesforce): Maintain accurate and up-to-date records in Salesforce, including contact information, sales activities, deal progress, MEDDPICC qualification details, and channel partner interactions. This includes timely data entry, regular updates, and ensuring data quality.
• Pipeline Management: Manage a sales pipeline of qualified leads and consistently achieve or exceed monthly and quarterly sales targets. Utilize Salesforce reporting and dashboards for pipeline management.
• Market Intelligence: Stay informed about industry trends, competitive landscape, customer needs, and channel partner programs and activities to identify opportunities and refine sales strategies.
• MEDDPICC Application: Utilize the MEDDPICC framework throughout the sales process, documenting key criteria within Salesforce. This includes identifying Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition.
• Channel Enablement: Work with channel partners to develop and execute joint business plans, including marketing initiatives, lead generation activities, and sales enablement programs. This includes sharing marketing business plan expectations with partners.
About you
• Bachelor's degree in a related field preferred.
• 5+ years of Proven track record of success in inside sales, preferably in the technology industry.
• Strong understanding of sales principles and techniques.
• Excellent communication, presentation, and interpersonal skills.
• Ability to build rapport and establish trust with potential customers and channel partners.
• Highly motivated, results-oriented, and driven to achieve sales targets.
• Demonstrated ability to collaborate effectively with sales colleagues, particularly account managers and channel partners.
• Experience working with and through channel partners to drive business.
• Understanding of marketing business plan development and execution.
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
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.
