Role Summary:

The Verticalized Account Executive drives net new logo acquisition in a specific enterprise vertical and target ICP by identifying opportunities through repeatable signals and playbooks, not volume alone, and by co-selling fluently with alliance, service, and channel partners. This role combines enterprise sales discipline with deep vertical domain expertise: you will build relationships with C-level security, infrastructure, and business stakeholders, navigate complex procurement environments, and qualify pipeline in and out with equal discipline to protect velocity. You will be the primary commercial owner of net new customers in your vertical, operating with AI-native tools as a daily part of how you research, prioritize, and execute. You are not only selling security enhanced by AI, but selling with AI. You will employ MEDDPICC methodology to manage your pipeline, forecasts, and deals.

Location: This is a hybrid role based out of our Las Colinas, TX office and requires in-office presence three days a week (Tuesday, Wednesday, Thursday).

Key Responsibilities:

• Identify, qualify, and close net new customers within the specified vertical and ICP.

• Identify opportunities through repeatable signals and playbooks rather than broad-based outbound volume

• Build and maintain executive relationships with CISOs, security leaders, CTOs, and business decision-makers in SLED

• Co-sell and orchestrate joint account plans across alliance, service, and channel partners simultaneously, providing technical credibility and competitive differentiation

• Lead discovery calls using MEDDPICC qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain, Identified Need, Champion, Competition)

• Position TrendAI's business value against vertical- and ICP-specific business, operational, and regulatory challenges

• Collaborate with a Technical Lead on technical scoping and early-stage demonstrations

• Manage the full sales cycle from prospecting through close

• Maintain disciplined sales activity tracking and pipeline management; activity data is monitored and reviewed regularly for coaching

• Qualify out poor-fit opportunities early and decisively to protect pipeline quality and capacity for winnable deals

• Document expansion roadmaps and economic buyer maps before deal close

• Achieve quarterly and annual new customer targets while maintaining deal quality standards

• Leverage AI-native tools daily for account research, personalization, meeting preparation, forecasting, and follow-up to increase sales velocity and outcomes, not only prospecting efficiency

• Provide market, competitive, and signal intelligence to inform vertical playbooks and strategy

Required Qualifications:

• 3+ years of enterprise cybersecurity or infrastructure software sales experience

• Demonstrated domain expertise in SLED (its business, operational, and regulatory dynamics) with established relationships

• Proven fluency co-selling across alliance, service, and channel partners, including navigating multi-partner dynamics on the same deal

• Track record closing enterprise deals via partners and with complex procurement

• Experience identifying opportunities through buying signals and repeatable playbooks, not volume-based prospecting alone

• Proficiency with MEDDPICC sales methodology and the discipline to qualify out low-probability opportunities, not only qualify in

• Strong knowledge of SLED-specific security landscape and regulatory requirements

• Comfortable with CRM discipline, pipeline management, and forecast accuracy

• Demonstrated use of AI tools in day-to-day selling activity such as research, prospecting, forecasting, follow-up to increase velocity and outcomes, and willingness to commit to activity monitoring and coaching

• Willingness to travel 30-40%

Preferred Qualifications:

• Experience selling AI security, cloud security, or infrastructure security solutions

• Experience selling through established partner channels in cybersecurity

• Understanding of land-and-expand SaaS business models

• Familiarity with signal- or intent-based prospecting platforms (account intelligence, trigger-event monitoring) to support playbook-driven pipeline generation

At Trend Micro, we embrace change, empower people, and encourage innovation in a connected world. Our diversity and multicultural workforce are key contributing factors to our success across the globe. Trend Micro provides equal employment opportunity for all applicants and employees. Trend Micro does not unlawfully discriminate on the basis of race, color, religion, sex, pregnancy and childbirth or related medical conditions, national origin, ancestry, age, physical or mental disability, medical condition, family care leave status, veteran status, marital status, sexual orientation, or gender identity.