Partner Account Director, Illumio
Technology Alliances
$188-225k
+ Equity + Commission
More information about location
Automated enforcement against cyberattacks
Be an early applicant
Automated enforcement against cyberattacks
501-1000 employees
Be an early applicant
$188-225k
+ Equity + Commission
More information about location
501-1000 employees
Company mission
To enable every organization to realize a future without high-profile breaches.
Role
Who you are
- 5–10+ years of experience in alliances, partnerships, or sales roles within cybersecurity or enterprise in SaaS
- Proven track record of:
- Driving pipeline and revenue through strategic partners
- Executing effective co sell motions with Tier 1 technology partners
- Strong understanding of Enterprise sales cycles and Partner ecosystems
Desirable
- Experience working with leading cybersecurity vendors
- Familiarity with Ecosystem Led Growth platforms and motions (e.g., Crossbeam)
- Experience using CRM / PRM tools such as Salesforce and Impartner
What the job involves
- Illumio is seeking a high impact Partner Manager to drive revenue and go to market execution with Tier 1 strategic technology partners
- This role is focused on turning integrations into pipeline and revenue, not simply managing relationships
- You will own a portfolio of top tier technology alliances and be responsible for building and executing joint GTM plans that deliver measurable business outcomes
- This is a quota carrying or quota influenced role with direct accountability for pipeline creation and revenue contribution
- Target accounts and priority segments
- Key use cases and joint solutions
- Clear, compelling joint value propositions
- Translate integrations into sellable, field ready solutions
- Drive pipeline through:
- Joint account planning with Illumio field sales
- Co sell motions, including cloud marketplace opportunities
- Partner led demand generation campaigns
- Partner sourced pipeline
- Partner influenced revenue
- Enable Illumio and partner sales teams with:
- Sales plays and talk tracks
- Competitive positioning
- Use case driven messaging
- Activate partner field sellers, overlay teams, and specialists
- Support key deals through:
- Executive alignment
- Deal strategy
- Partner engagement
- Partner with Product and Marketing to:
- Package integrations into repeatable joint solutions
- Create solution briefs, demos, and reference architectures
- Ensure solutions are aligned to:
- Core customer pain points
- Industry specific use cases
- Sales leadership
- Alliances teams
- Product and engineering teams
- Drive alignment through:
- QBRs and executive reviews
- Joint planning and strategy sessions
- Pipeline contribution
- Deal velocity
- Attach rates
- Regularly inspect pipeline, identify blockers, and drive resolution
- Provide forecast input tied to partner driven opportunities
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 Authorisation Management Program (FedRAMP), which 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: $565.8m
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
(Co-Founder & 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
(Co-Founder & Strategic Advisor)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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