Account Director

Summary

Join Illumio's Sales team as a Channel Sales Manager and exceed assigned quotas, including new licenses, support, renewals, and professional services. Build a robust pipeline of new and expansion opportunities, recruit and manage partners, and implement technical and sales readiness plans. Guide channel direction, evaluate strategic business opportunities, and proactively lead joint partner planning. Drive programs to keep partners and customers informed, assess partner needs, and serve as the first line of escalation for channel conflicts. Conduct market analysis and monitor competitive activity. This role requires 8+ years of channel management experience, cybersecurity or network security experience, and a proven sales and partner management track record.

Requirements

• 8+ years’ experience in channel management
• Cyber security and/ or network security experience
• A proven record of accomplishment in sales and Partner management
• Excellent knowledge and experience of working within reseller, systems integrator and consulting ecosystems
• The ability to thrive in a fast-paced, high-growth and rapidly changing environment
• Experience in delivering presentations, and enablement training
• A willingness to travel

Responsibilities

• Exceed assigned quota - including new license subscriptions, support, subscription renewals and professional services from new and existing accounts
• Build a healthy pipeline of new and expansion channel opportunities
• Be responsible for partner recruitment, on-boarding, management, education and execution of Illumio programs within territory
• Build and implement technical and sales readiness plans for the territory
• Play a key role in guiding tactics around channel direction, including planning and implementing territory business objectives
• Evaluate and manage new strategic business opportunities, initiatives, partnerships and/or alliances
• Proactively lead the joint partner planning process that develops mutual performance objectives, financial targets and critical milestones associated with a productive partner relationship
• Drive programs to ensure that partners and customers are well informed about upcoming events, campaigns, promotions and communications
• Proactively assess, clarify and validate partner needs to maintain high partner satisfaction ratings
• Serve as the first line of escalation for handling channel conflict and dealing with related business issues
• Conduct channel market analysis and monitor competitive activity in territories

Benefits

• Medical, Dental, Vision Coverage
• Health and Dependent Savings Accounts
• Life and Disability Programs
• Paid Parental Leave
• Voluntary Benefit Programs
• Company Sponsored Wellness Program
• Wellness Reimbursement Program
• Retirement Savings
• Equity Opportunities
• Paid time off and Paid Holidays
• Employee Incentive Program