Account Executive - Healthcare & Life Sciences

Trend Micro•Irving, TX

10d•Hybrid

About The Position

TrendAI™, the enterprise business unit of Trend Micro, is seeking a Verticalized Account Executive to drive net-new customer acquisition in the Healthcare & Life Sciences enterprise vertical. The role combines enterprise sales discipline with vertical expertise: building executive relationships, navigating complex procurement, partnering across alliance, service, and channel organizations, and using repeatable buying signals and playbooks to identify opportunities. The Account Executive is the primary commercial owner for new customers in the vertical and manages the full sales cycle using MEDDPICC. AI-native tools are expected to be part of daily research, prioritization, forecasting, and execution. This is a hybrid role based out of the Las Colinas, Texas office, with in-office presence Tuesday through Thursday. The role requires 30–40% travel. Candidates must be authorized to work in the United States without current or future employment-based visa sponsorship.

Requirements

At least 3 years of enterprise cybersecurity or infrastructure software sales experience.
Demonstrated Healthcare & Life Sciences domain expertise, including business, operational, and regulatory dynamics, with established relationships.
Proven ability to co-sell across alliance, service, and channel partners, including navigating multiple partners on the same deal.
Track record of closing enterprise deals through partners and navigating complex procurement.
Experience identifying opportunities through buying signals and repeatable playbooks, rather than volume-based prospecting alone.
Proficiency with MEDDPICC and discipline in qualifying out low-probability opportunities as well as qualifying in viable opportunities.
Strong knowledge of the Healthcare & Life Sciences security landscape and regulatory requirements.
Comfort with CRM discipline, pipeline management, and forecast accuracy.
Demonstrated use of AI tools in daily selling activities, such as research, prospecting, forecasting, and follow-up, to improve velocity and outcomes; willingness to participate in activity monitoring and coaching.
Willingness to travel 30–40%.
Must be authorized to work in the United States without the need for employment-based visa sponsorship, now or in the future.

Nice To Haves

Experience selling AI security, cloud security, or infrastructure security solutions.
Experience selling through established cybersecurity partner channels.
Understanding of land-and-expand SaaS business models.
Familiarity with signal- or intent-based prospecting platforms, including account intelligence and trigger-event monitoring.

Responsibilities

Identify, qualify, and close net-new customers within the specified vertical and ideal customer profile.
Identify opportunities using repeatable signals and playbooks rather than relying on broad-based outbound volume.
Build and maintain executive relationships with CISOs, security leaders, CTOs, and business decision-makers in Healthcare & Life Sciences.
Co-sell and coordinate joint account plans across alliance, service, and channel partners, providing technical credibility and competitive differentiation.
Lead discovery calls using the MEDDPICC qualification framework.
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.
Track sales activity and manage pipeline and forecasts with discipline; activity data is monitored and reviewed for coaching.
Qualify out poor-fit opportunities early 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.
Use AI-native tools daily for account research, personalization, meeting preparation, forecasting, and follow-up to improve sales velocity and outcomes.
Provide market, competitive, and signal intelligence to inform vertical playbooks and strategy.