Trellix

• Oversee the solution sales activities within the sales process to gain the technical win and the customers' trust • Help the customers move securely into the cloud • Participate in solution led sales calls and prospect visits, qualifying the customer's requirements • Gather requirements, develop use cases, and understand our client's needs and constraints • Can present the 'Threat Defence Lifecycle' and how this solves the customers' need and outcomes • Provide technical expertise on customer product and solution demonstrations • Create unsolicited solution proposals and ensure it meets or exceed the customer's requirements and is fit for the intended purpose • Manage the technical or solution response to RFIs/RFPs and orchestration of the virtual teams to help achieve a comprehensive consultative response • Present a solution proposal to the customer, demonstrate how we solve the customer's requirements and how this aligns with the customers' outcomes and differentiate from the competition • Lead the proof of concept from engagement, ownership of all activities and orchestration, through to completion • Retain a competent level of knowledge and technical experience across Trellix products, solutions and sales proposition • Remain current on cloud security trends and industry analysts report and use this knowledge to promote technical sales wins • Play a proactive role within your target accounts including building a trusted relationship, monitoring/managing customer issues in partnership with support, expand the existing footprint and promote displacements • A mentor for SEs sharing best practices, providing feedback to product • Technical account lead for Customer Executive Briefing events • Support customer beta activities and early adopter programs • Maintain the technical SE activities within Salesforce system • Participate in the Global Presales Enablement program, through the delivery of formal classroom training • Follow Trellix corporate guidelines and compliance

Role Description As a Senior member of the Product Management team, and reporting to the Director of AI, the focus of this opportunity is to lead the end-to-end strategy, execution, and user experience of our next-generation AI platform. You will serve as the owner of the core AI engine and the user-facing operational workflows to deliver automated customer outcomes. By bridging the gap between technical backend infrastructure (Agentic AI) and intuitive UI/UX design, you will directly drive our mission to bring definitive autonomy to enterprise security operations globally. - Drive the strategic roadmap and execution for our core AI platform services and user experiences to deliver automated customer outcomes. - Act as the central hub for the product vision, establishing continuous feedback loops with enterprise customers, Sales, and Support teams to iterate on features and solve real-world use-cases and operational bottlenecks. - Collaborate daily with engineering, data science, and threat research teams to design and deploy scalable Agentic AI workflows, ensuring autonomous agents can execute multi-step reasoning in complex environments. - Establish and productize common API frameworks as a dedicated capability, ensuring robust, high-performance telemetry ingestion across diverse third-party enterprise tools and data lakes. - Collaborate closely with UI/UX design and front-end engineering teams to translate complex AI data into intuitive interfaces and seamless response workflows. - Collaborate with other product teams (Endpoint, Network, DLP, etc.) to define cross-functional internal use cases and prioritize it as part of the roadmap. - Rigorously prioritize end-to-end feature backlogs and roadmap initiatives, balancing technical feasibility, time-to-market, and strategic business value. - Own the core product deliverables, authoring Product Requirement Documents (PRDs), user stories, and workflow orchestrations for response mechanisms. - Define architectural requirements for multi-tenant SaaS, hybrid, and on-premises deployments, ensuring compliance with strict security needs in regulated industries. - Develop comprehensive go-to-market and enablement materials, partnering with product marketing to train and empower Sales, SEs, Customer Success, and Support organizations to effectively articulate the platform's value. - Manage the entire product lifecycle–from initial concept and strategic planning to efficient sprint execution, delivery, and cross-functional alignment. - Own the strategy, lifecycle definition, and productization of our MCP server architecture, establishing a universal, secure open interface that allows autonomous AI agents to seamlessly discover and execute tools across complex enterprise application ecosystems. Qualifications - 5-10 years of product management leadership, with a proven track record of bringing technical software features and complex user interfaces to market. - Deep, practical understanding of Agentic AI systems, LLMs, MCPs, data pipelines, large-scale platform architecture, and third-party API ecosystems. - Strong grasp of UI/UX principles, user-centric workflows, and product-led growth strategies for highly technical users. - Comprehensive understanding of the broader security operations market, including SIEM, log management, incident response, and workflow automation. - Exceptional presentation and communication skills, allowing seamless articulation of complex AI concepts and workflow strategies to engineering teams, customer-facing orgs, and leadership. - Highly effective in forming relationships at various levels, enabling consensus across technical, design, and business teams with competing priorities. - Thrives in a faster-paced, high-growth environment, working exceptionally well amidst the ambiguity of evolving AI technologies to deliver scalable, elegant solutions. - Passion for continuous learning in technology and security, with an advanced technology degree or MBA preferred. Benefits - Retirement Plans - Medical, Dental and Vision Coverage - Paid Time Off - Paid Parental Leave - Support for Community Involvement

• Engage with prospective customers to understand their cybersecurity needs • Craft tailored solutions and present product demonstrations • Collaborate closely with the sales team to drive revenue growth • Articulate the benefits of Trellix products for both technical and non-technical audiences • Research technical requirements to scope and architect solutions • Participate in solution led sales calls and prospect visits • Gather requirements and develop use cases • Create unsolicited solution proposals to meet customer’s requirements • Present solution proposals to customers and demonstrate how we align with their needs

• Drive integration across forensics, IPS/IDS, threat detection and intelligence, creating a seamless user experience that breaks down silos between network and security operations. • Act as a primary interface for key customers and field teams to understand SOC workflows, alert fatigues and threat hunting pain points. • Own the long term vision for AI powered IPS/IDS and threat detection capabilities within a unified security platform. • Prioritize features that leverage automation and AI to address the SOC pain points and reduce the MTTR. • Lead development of advanced detection signals and autonomous investigation agents to identify attack patterns at scale. • Manage the end-to-end product lifecycle, including ideation, requirements gathering, prototyping, development and go-to-market strategy. • Partner with engineering, research, UX design, and Sales to build best-in-class security products. • Define and monitor KPIs for AI model performance and overall business impact.

• Direct and control the activities of a broad functional area focused on shaping the company's pricing strategy and leading critical transformation programs. • Oversee the strategic framework used to set the best prices for products, balancing profitability, market competition, and customer demand. • Collaborate with several cross-functional teams and especially Product Management to influence product roadmaps. • Empower product managers to make optimal pricing decisions by providing them with robust analytics. • Lead transformation initiatives and drive significant business process improvements across the company. • Regularly interact with executives and major customers to negotiate and gain alignment.

• Direct and control the activities of a broad functional area dedicated to our global product and industry certification efforts. • Own and implement the roadmap to maintain, expand, and add new scopes for compliance and regulatory requirements across the business. • Lead the team overseeing U.S. Public Sector certifications (FedRAMP High, DoD IL5, FIPS 140-3) and various other regulatory programs (IPv6, Common Criteria, VPAT, OpenSSL, TEC India, Canada CCCS, China MPS, EU CRA, and more). • Evaluate total cost of ownership and justify investments to the finance team by tying certification costs back to expected revenue gains. • Responsible for significant business process improvements and continual improvement in organizational effectiveness.

• Drive customer loyalty, adoption, and implementation of Trellix Solutions • Develop a trusted advisor relationship with customer key stakeholders and executive sponsors • Build and develop customer specific success plans to oversee customer on-boarding, adoption, and satisfaction across the portfolio • Partner with Sales to help transition the account from Pre-Sales to Customer Success • Advocate for customers with a focus on transformation and engagement • Develop a comprehensive understanding of typical business and cyber security challenges faced by customers • Handle escalations of deployment or customer productivity blocking issues • Identify risks to the customer achieving their desired outcomes

• Build and maintain strong customer relationships • Deploy, integrate, and operationalize Trellix’s Endpoint Detection and Response capabilities • Write technical documentation and briefings • Collaborate with end users and various stakeholders • Develop engineering artifacts such as system design diagrams, test plans, and reports • Lead or participate in deployment planning and execution • Analyze technical/integration requirements and develop technical solutions for customer review • Monitor and manage system health, status, availability, and functionality

• Set regional sales strategy and manage overall sales performance • Build, lead and motivate a sales team for customer satisfaction • Work closely with Sales Leadership, Channel Sales and RevOps • Engage with customers and partners to close opportunities • Ensure accurate sales forecasts and manage sales pipelines

• Owns the sales strategy for the IC region with some DoD accounts • Manages the sales team to meet revenue growth goals • Oversee the hiring, development, and management of a sales team • Responsible for weekly sales forecasting of sales team performance • Drives and innovates the development of sales strategies with the team • Works closely with the team to develop and execute pipeline generation • Develops, establishes, and directs channel and distribution strategies for customer success • Manages overall sales process, sets appropriate metrics for sales pipeline management • Develops pricing policies, including volume discounts, terms, and conditions, for high-profile customers and channel partners • Works collaboratively across BU’s to create a result driven, team-oriented environment • Develops and negotiates software and/or services sales contracts while integrating contract requirements with business outcome objectives • Develops relationships with key influencers and stakeholders both internally and externally