Vice President of Customer Success and Renewals, Illumio
$271k
+ Equity
Office located in Sunnyvale, CA
Automated enforcement against cyberattacks
Be an early applicant
Automated enforcement against cyberattacks
501-1000 employees
Be an early applicant
$271k
+ Equity
Office located in Sunnyvale, CA
501-1000 employees
Company mission
To enable every organization to realize a future without high-profile breaches.
Role
Who you are
- Extensive experience in customer/client management, Customer Success and Renewals
- 15+ years of customer facing experience with a minimum of ten years leading globally distributed teams
- Deep understanding of the renewals process and a proven track record driving renewal execution and performance in a SaaS/subscription environment
- Demonstrated ability to lead an adopt to renew motion across all segments
- Extensive Pre Sales experience plus post-sales experience required
- Successful track record of exceeding revenue targets
- Evangelist for the Customer voice
- Extensive Customer Success experience with enterprise/strategic customers
- Exceptional at cross-functional collaboration
- Enthusiastic and creative leader with the ability to inspire people
- Track record of building top performing teams and metrics focused culture
- Demonstrated success in the following:
- Managing client expectations
- Developing and maintaining executive relationships and associated influencing strategies
- Project management including managing disparate, cross-enterprise project teams
- Value-based conversation with business executives
- Experience managing products, product offerings and customer experience
- Excellent operational skills
- Strong executive gravitas, verbal and written communication skills, and experience presenting to executive teams
- Bachelor's degree required, Advanced degree(s) are a plus
- Ability to travel globally up to 50%
What the job involves
- Reporting to the Chief Revenue Officer, the VP Global Customer Success and Renewals is responsible for setting the team’s strategy while leading and running a globally distributed, high performing organization
- This senior leader will establish and manage the adoption and renewal motion of Illumio’s platform, technologies and services across Illumio’s commercial ecosystem
- With regular interaction with Executive Staff members, this leader will drive standards for hiring, training, and field execution that contribute to the company’s ability to run a predictable business across industries and geographies
- Lead Illumio’s Customer Success and Renewals organization, building trust and confidence that drives customer success, engagement, loyalty, retention and revenue growth
- Drive customer success strategies with a rigorous, programmatic approach across Illumio’s customer base, resulting in growth & adoption, usage and business value for customers
- Assess and integrate sales processes and methodologies that incorporate a team structure while implementing adjustments to optimize performance, facilitate aggressive growth, ensure deep customer engagements, and build lifetime value for our customers
- Improve the collaborative risk assessment process to identify and drive early, repeatable, scalable, and streamlined actions to address and manage risk while driving healthy renewals focused on our customers’ success
- Develop data driven go-to-market renewal selling strategies and playbooks at scale
- Set performance targets for the Customer Success and Renewals organization
- Use quantitative and qualitative analysis to drive operational excellence and scale for customer engagement, retention and renewals
- Operate as a servant leader who is equally adept at setting course and vision and engaging with customers and team members, balancing a mastery of both strategy and execution
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
Company
Funding (last 2 of 6 rounds)
Jun 2021
$225m
SERIES F
Feb 2019
$65m
SERIES E
Total funding: $551m
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 values
- Seek Truth
- Run to challenges
- Bring your best
- Onwards Together
- Leverage differences
- Build trust
Company HQ
Sunnyvale, CA
Articles
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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