Partner Account Director

Summary

Join Illumio's Sales team as a Channel Sales Manager and be responsible for partner recruitment, onboarding, management, and the execution of Illumio programs within your territory. You will build and implement technical and sales readiness plans, exceeding assigned quotas for new licenses, support, renewals, and professional services. This role involves building a healthy pipeline of channel opportunities, guiding channel direction, and evaluating new business opportunities. You will proactively lead joint partner planning, drive programs to keep partners informed, and maintain high partner satisfaction. Additionally, you will conduct market analysis and monitor competitive activity. Illumio offers a wide range of benefits, including medical, dental, vision, life and disability insurance, paid parental leave, retirement savings, equity opportunities, paid time off, and more.

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

• 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
• 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
• 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