Partner Account Manager, Illumio
Technology Alliances
$188-225k
Offers equity and 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
Offers equity and 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+ years of experience in channel, alliance, partner, sales, or business-development roles, preferably in cybersecurity or enterprise technology
- Demonstrated success growing vendor partnerships, creating pipeline, and influencing sales teams without direct authority
- Working knowledge of cybersecurity solutions, channel sales motions, reseller economics, and enterprise buying processes
- Experience collaborating with vendor field teams, distributors, marketing, sales operations, and technical specialists
- Strong business-planning, forecasting, presentation, and executive communication skills
- Ability to use data to diagnose performance, prioritize investments, and communicate clear actions
- Highly organized, proactive, and comfortable managing multiple stakeholders and competing priorities
- The successful candidate is a trusted relationship builder and practical operator: equally comfortable in a sales strategy meeting, a vendor executive review, or a detailed pipeline discussion
- They bring energy to the partnership, translate Illumio’s value into action for Check Point sellers, and consistently turn joint plans into measurable commercial results
What the job involves
- We are seeking a commercially driven Partner Account Manager to own and grow our sell through relationship with Check Point
- This role will strengthen executive and field relationships, activate joint go-to-market plans, increase seller engagement, and deliver measurable revenue growth for Illumio solutions through Check Point
- The Partner Account Manager will serve as the central point of coordination between our sales, technical, marketing, operations, and leadership teams and Check Point’s channel and field organizations
- Own the overall Check Point reseller relationship, including partner-program requirements, business planning, governance, and performance reporting
- Build and execute a joint annual and quarterly business plan focused on Illumio pipeline creation, bookings, margin growth, renewals, and strategic solution areas
- Develop strong working relationships with Check Point leadership, account teams, specialists, channel and distribution teams, and internal stakeholders
- Drive sales engagement by educating Check Point sellers on Illumio offerings, identifying target accounts, supporting account mapping, and coordinating joint customer opportunities
- Establish a regular sales cadence, including pipeline reviews, opportunity strategy sessions, partner updates, and executive business reviews
- Identify, recruit, and enable Check Point sales and technical champions to improve coverage and confidence in positioning Illumio solutions
- Partner with marketing to plan and execute demand-generation activities, campaigns, events, webinars, and customer outreach
- Track partnership performance, including Illumio pipeline, revenue, win rates, attach rates, renewal opportunities, certifications, marketing activity, and seller participation
- Coordinate with sales operations and distribution partners to remove quoting, ordering, licensing, renewal, and deal-registration barriers
- Ensure teams understand and maximize available Illumio and Check Point incentives, deal-registration benefits, MDF, and partner-program resources
- Surface market feedback, customer needs, competitive intelligence, and growth opportunities to both organizations
- Success Measures:
- Revenue, gross margin, and renewal growth for Illumio through Check Point
- Qualified pipeline creation, pipeline coverage, and opportunity conversion
- Number and quality of joint account plans, seller engagements, and field activities
- Growth in active Check Point sellers, technical enablement, certifications, and Illumio solution adoption
- Effective use of deal registration, incentives, marketing funds, and partner resources
- Strong partner satisfaction, executive alignment, and predictable operating cadence
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: $561.1m
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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