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Director, Channel Sales - Americas



Sales & Business Development
Sunnyvale, CA, USA
Posted on Wednesday, August 16, 2023

No Agency Submissions Accepted.

About the Team:

The Illumio Sales team consists of individuals who are already at the top of their game – and yet know there is always more to learn. We came here because we want to invest in our personal performance and growth, beyond but also including, our commission checks. We are looking for fellow team members who believe that they will maximize their success by making a real impact in their customer’s business.

Illumio protects one third of the US economy including over $1 trillion dollars of transactions at just one bank. We protect our customers’, and even our competitors’, sales pipelines on over 100k machines. We protect the personal and financial details of every US homeowner at Fannie Mae. When you order your coffee, think of Illumio, we protect one of the largest retailer’s production data centers. What we do protects millions of people and billions of transactions. When we sell, risk goes down for our customers–we are building trust in the infrastructure of the economy and reputations, stock prices, and the future of commerce takes a critical step forward.

Key Responsibilities:

In this role, you will take charge of leading the development, implementation, and management of our channel sales strategy.

Everyday, you will lead a high-performing team of Channel Account Managers to exceed sales growth goals, forecast revenue streams accurately, and establish strong relationships with partners' leadership teams.

To thrive in this role, you must possess a minimum of 7 plus years of sales & leadership experience in the Cybersecurity industry, demonstrate a track record of successful channel sales strategies, exhibit exceptional leadership skills, and leverage data analytics to drive KPIs for revenue growth.

The Director, Channel Sales-Americas will take charge of leading the development, implementation, and management of our channel sales strategy. Working closely with internal teams and external partners, your primary objective will be to drive revenue growth through the agency channel. The Director, Channel Sales will report into our VP of Americas Sales.

  • Lead a high-performing team of Channel Account Managers to meet and exceed assigned sales growth goals.

  • Forecast annual, quarterly, and monthly sales revenue streams accurately.

  • Responsible for year-over-year revenue growth and goal attainment within Channel Partnerships.

  • Exceed Channel Sales business targets, including Sales Qualified Leads (SQLs), Pipeline created.

  • Present accurate forecasting on a weekly, monthly and basis leveraging data and supporting metrics through our CRM.

  • Analyze data on sales results and develop plans to address performance gaps.

  • Proactively assess, clarify, and validate partner needs continuously.

  • Establish strong relationships with partners' executive leadership teams.

  • Performs quarterly business reviews with key strategic partners to ensure partner growth and performance targets are being met.

  • Maintain open communications and collaborate with cross-functional partners, including Implement the MEDDICC sales methodology and best practices within the Channel Account Manager team.


  • Bachelor's degree required (Preferably in business or related field)

  • A minimum of 7 plus years of prior sales & leadership experience including a history of driving partner revenue and growth through channel partners with Cybersecurity industry

  • Demonstrated track record of developing and implementing successful channel sales strategies.

  • Exceptional leadership skills and the ability to effectively manage and motivate teams.

  • Results-driven, self-sufficient, and self-motivated individual with a strong commitment to sales excellence

  • Excellent interpersonal communication skills (oral, written, and presentation) and the ability to articulate the Cybersecurity value proposition at all levels within a partner organization.

  • Ability to leverage data analytics to drive KPIs.

  • Strong business acumen to align partner strategies with Cybersecurity products to develop go-to-market action plans.

  • Ability to motivate others and follow through on business projects and corporate initiatives.

About Illumio:

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging.

Pay Range:

$ USD 169,800.00 - $ USD $204,000.00

The pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, location, experience, knowledge, skills, abilities, as well as internal equity, alignment with market data, or applicable laws.


At Illumio we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include 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.#LI-LC1 #LI-REMOTE