Regional Vice President of Sales, Illumio
North Central
$208-250k
Salary dependent on location
More information about location
Automated enforcement against cyberattacks
Be an early applicant
Automated enforcement against cyberattacks
501-1000 employees
Be an early applicant
$208-250k
Salary dependent on location
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
- 10+ years of successful leadership experience including field sales experience in the cybersecurity software/technology sector
- Proven track record of consistently meeting/exceeding annual team quotas and leading above performance targets
- Experience managing and closing NEW business within the Fortune 1000
- Strong business acumen, including the ability to drive results from both a revenue and profitability perspective
- Executive presence and C-suite savvy; exceptional interpersonal, written and presentation skills
- Thrives in a fast-paced, high-growth, dynamic environment with minimal direction
- Customer centric approach which includes a “hands on” philosophy style of leadership
- Self-starter with strong forecasting, sales operations, and CRM based process orientation
- Ability to travel up to 25%+
What the job involves
- As the Regional Vice President for Sales North Central, you will lead a team of talented and determined Enterprise Sales professionals in the delivery of Zero Trust Segmentation solutions for the Fortune 1000
- Every day you will lead your team through highly complex sales cycles with the world’s top brands
- You will dive deep or choreograph from afar as necessary as you tailor your approach to the needs of both our prospective customers and your team members
- In order to thrive in this role, you will need to be tenacious yet measured, strategic yet tactical, and most importantly, driven to achieve success through delivering Zero Trust Segmentation solutions for our customers
- Responsible for growing revenues within the US North Central Region, while managing all facets of the customer buying experience - including opportunity identification, revenue growth, risk management, project profitability, and customer satisfaction
- Cultivate senior level relationships across your accounts and channel partners
- Lead teams to generate new ARR through net new logo and existing customer expansion while ensuring the team is organized appropriately and executing at scale
- Provides ongoing strategic guidance on customer segmentation, coverage models, sales methodologies, and processes
- Effectively use and analyze data to recognize trends and anticipate challenges
- Interact with and influence senior leaders/clients to ensure a very high level of customer satisfaction
- Bookings — Achieve our quarterly regional Net New Annual Contract Revenue (NNACV) sales goals
- Recruiting — Recruit and onboard the regional sales team. Build a pipeline of qualified candidates based on our profile and in conjunction with our recruiting team through regular sourcing and recruiting efforts
- Implement a regional business plan that identifies booking goals, pipeline goals, target accounts, territory assignments and activity metrics (prospecting, meetings, POCs) and measure progress monthly
- Work with marketing team to create a demand generation plan to support pipeline development. Determine and enhance positioning and messaging based on prospect and customer feedback
- Create a continuous learning environment for the team with regular (weekly, monthly, quarterly) training events the results in a competent, professional field team capable of tailoring and delivering a compelling teaching conversation and who takes control of the sales cycle
- Coach and develop each field team member to a minimum level of capability within their first 30 days onboard — target the right people and accounts, deliver a compelling teaching pitch, qualify, recommend appropriate actions
- Accurately forecast the region’s business each week
- Establish themselves as a trusted resource with customers and prospects
- Assess the current team and offer a slate of recommended changes
- Relationship Base — leverage their relationship to gain access and for feedback
- Be a competent sales practitioner themselves — be able to lead an executive sales call and deliver a compelling challenger pitch
- Develop an education oriented approach for continuous improvement in the field
- Works actively in the field with the team — coaching and supporting their team by making calls with them on prospects, customers and partners
- Focus on customer product acceptance (absorption) and work with field and support teams on customer success. Lead company through renewal process with customers at various stages of customer acceptance
- Provide actionable market and customer feedback to the exec and product teams
- Collaborate with CRO in refining the go-to-market strategy and tactics
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: $551.2m
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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