Sales Director

Summary

Join Illumio's SLED sales organization as a dynamic leader, responsible for identifying and cultivating new sales opportunities within target accounts. You will lead a virtual team to capture opportunities and manage client accounts. This role requires a minimum of 10 years of full-cycle enterprise sales experience in the SLED industry, exceptional leadership and communication skills, and a strategic mindset. You will develop and execute territory plans, prospect into target accounts, collaborate with ADRs, and build relationships with partners. Success involves accurately forecasting business objectives, establishing executive-level relationships, and expanding Illumio's presence with existing customers. The position offers a competitive salary and a wide range of benefits.

Requirements

• Bachelor's degree in Business, Sales, or related field
• Minimum of 10 years of full-cycle enterprise sales experience in the SLED (State, Local Government, and Education) industry
• Proven track record of consistently meeting and exceeding sales goals in the SLED sector
• Strong understanding of the unique challenges and dynamics of the SLED market
• Exceptional leadership skills with the ability to lead virtual teams
• Strong communication and presentation abilities, including executive-level engagement
• Strategic thinker with excellent forecasting and planning capabilities
• Proficiency in solution selling and managing complex sales cycles

Responsibilities

• Identifying and creating new sales opportunities within our target accounts
• Leading a virtual team consisting of Illumio personnel and external partners to win these opportunities
• Developing and executing a territory plan for target accounts, emphasizing a "landing and expanding" strategy
• Actively prospecting into target accounts with the goal of engaging potential champions and sponsors to create opportunities
• Regularly collaborating with assigned Account Development Representatives (ADRs) to engage new prospective customers
• Forming and leading a virtual team to win new opportunities and effectively manage client accounts
• Accurately forecasting business objectives for clients and Illumio
• Identifying, engaging, and building relationships with resellers, system integrators, and other partners
• Establishing strong business relationships at the executive level, demonstrating advanced solution selling capabilities, and conducting persuasive sales presentations
• Striving to penetrate net new accounts and expand our presence with existing customers by introducing them to our security portfolio
• Partnering with the channel organization to secure new market share in the security sector
• Collaborating with our Sales/Systems Engineering team to prepare account strategies, plans, and deliver outstanding product demos and proof of concept programs to prospects and customers

Preferred Qualifications

• Established network and relationships within the SLED sector is a significant advantage
• The ability to take control of opportunities and propose next actions, to move them productively forward
• The ability to maintain a focus on validating the details of deals, to ensure they can be effectively executed
• Experience selling to the C-suite (all lines of business)
• Experience selling subscription models and multi-year deals
• Strong understanding how land and expand works
• Experience selling security and cloud software
• Networking and Infrastructure background is a plus
• Willingness to travel 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