Illumio is hiring a
Partner Account Director

Summary

Join a team that's passionate about developing cutting-edge security solutions that protect the world's most critical assets. As a Regional Sales Director, you will be the driving force behind our success, actively seeking and securing new business opportunities with a keen focus on Fortune 250 prospects through a named accounts approach.

Requirements

• The drive and motivation to exceed your assigned booking quota (new, renewal and expansion)
• A proven track record of results-oriented sales and FSI management, successfully engaging and working with multiple FSIs
• The ability to act as a trusted technical advisor to our FSIs, teaching them how to pair workloads, write rules using the native language policy and exercise the API
• 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
• A willingness to travel extensively

Responsibilities

• Exceed assigned booking quota - bookings include 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, management, education and execution of demand creation programs within North America
• Build and implement technical and sales readiness plans for the territory
• Play a key role in defining the vision, strategies and tactics around channel direction, including planning, designing and implementing strategic business objectives
• Evaluate and manage new strategic business opportunities, initiatives, partnerships and/or alliances
• Lead the technical discovery of segmentation requirements, crafting a technical message that is pertinent and compelling to each Partner, building trusted relationships with the key technical constituents and successfully winning over the key Technical sponsors
• Proactively lead the joint partner planning process that develops mutual performance objectives, financial targets and critical milestones associated with a productive partner relationship
• Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
• Demonstrate the key capabilities of the Illumio ASP while highlighting the effective use-cases around adaptive segmentation
• Position Illumio product capabilities and strengths while laying out traps and pitfalls for competitors
• Tailor and deliver training to both a technical and business audience
• Drive programs to ensure that partners and customers are well informed about upcoming events, campaigns, promotions and other items of importance
• Proactively assess, clarify and validate partner needs on an ongoing basis to maintain high partner satisfaction ratings
• Serve as the first line of escalation for handling channel conflict and dealing with related business issues
• Conduct market analysis and monitor competitive activity
• Complete SFDC reporting, as required

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