Director of Sales, Illumio
SLED
$154-185k
+ Equity
Automated enforcement against cyberattacks
Be an early applicant
Automated enforcement against cyberattacks
501-1000 employees
Be an early applicant
$154-185k
+ Equity
501-1000 employees
Company mission
To enable every organization to realize a future without high-profile breaches.
Role
Who you are
- To thrive in this role, you must possess a minimum of 10 years of full-cycle enterprise sales experience in the SLED industry, demonstrate exceptional leadership and communication skills, and exhibit a strategic mindset to drive growth and navigate complex sales cycles in this unique market
- 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
- 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
What the job involves
- In this role, you will serve as a dynamic leader in Illumio's SLED sales organization, responsible for identifying and cultivating new sales opportunities within our target accounts
- Every day you will lead a dedicated virtual team, consisting of both Illumio personnel and external partners, to successfully capture these opportunities and effectively manage client accounts
- 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
Our take
Cybersecurity remains an ongoing battle, with evolving cyberthreats and ever-more determined cybercriminals, and major data breaches such as the SolarWinds hack have the potential to cause widespread disruption. Illumio is taking a different approach to most of the mainstream security companies, with a process called "microsegmentation". This makes it easier to guard companies from security breaches, and contain any breaches that occur.
Detection of viruses is no longer considered sufficient to keep companies and individuals safe. Illumio takes a “zero trust” approach, in which everything is viewed as suspicious, a similar approach to that which is used by the White House. The company operates at the cutting edge of microsegmentation, focusing on protecting cloud datacenters and workloads. With more and more companies moving to the cloud, this approach is crucial.
Illumio also protects endpoints, partnering with big players such as Citrix, Amazon Web Services, and Splunk. A collaboration with Appgate, a Zero Trust secure access company, delivers the industry's first integrated Zero Trust Network Access and Segmentation solution, which can reduce risk across hybrid infrastructure, and proves Illumio's dedication to innovating the space. Additionally, the company announced a Federal Risk and Authorization Management Program (FedRAMP), that is tailored to assist federal agencies in reducing risk.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
1% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jun 2021
$225m
SERIES F
Feb 2019
$65m
SERIES E
Total funding: $562m
Company 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
Company HQ
Sunnyvale, CA
Leadership
Andrew Rubin
(CEO)Started in Business Development, as an Analyst at VoiceNet Communications, and as a Director at VoiceNet. Worked at Cymtec Systems for over 8 years, promoted from VP of Sales to CEO. Seed Investor in Tory Burch, and Powermat. Current Strategic Advisor to Menlo Security, and Bolt.
PJ Kirner
(CTO)Studied Computer Science at Cornell. Worked as an Engineer Manager for over 6 years at Trilogy. Software Architect at Funkware for over 3 years. Was Principal Systems Engineer at Cluster File Systems. Distinguished Engineer for over 5 years at Juniper Networks. Was CTO of Cymtec Systems.
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