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Channel Account Director



Sales & Business Development
Sunnyvale, CA, USA
Posted on Wednesday, September 13, 2023

No Agency Submissions Accepted.

In this role you will be responsible for executing our channel and alliance strategy in the Western region of the United States.

Everyday you will be managing our partners and creating pipeline by identifying opportunities to drive closed won revenue.

To thrive in this role you will present and discuss Illumio's value proposition and the challenges we solve.

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.

As our Channel Account Director, you will be accountable for managing the channel business within western region to drive Illumio new business revenue with assigned partners. Our Channel Account Director are passionate about growing, and nurturing existing channel relationships, while identifying and expanding new partner opportunities to help drive market presence. Our team thrives on successfully motivating, developing and training partners in Illumio market leading technologies. Execute business planning, new business development, sales campaigns and marketing strategies to drive Illumio revenue growth.

Key Responsibilities:

  • Exceed assigned booking quota - bookings include new license subscriptions, support, subscription renewals and professional services from new and existing accounts.

  • Build a healthy pipeline of new and expansion channel opportunities.

  • Be responsible for partner recruitment, on-boarding, management, education and execution of Illumio programs within territory.

  • Build and implement technical and sales readiness plans for the territory.

  • Play a key role in guiding tactics around channel direction, including planning and implementing territory business objectives.

  • Evaluate and manage new strategic business opportunities, initiatives, partnerships and/or alliances.

  • Proactively lead the joint partner planning process that develops mutual performance objectives, financial targets and critical milestones associated with a productive partner relationship.

  • Drive programs to ensure that partners and customers are well informed about upcoming events, campaigns, promotions and communications.

  • Proactively assess, clarify and validate partner needs on an ongoing basis to maintain high partner satisfaction ratings.

  • Serve as the first line of escalation for handling channel conflict and dealing with related business issues.

  • Conduct channel market analysis and monitor competitive activity in territories.

  • Complete SFDC reporting, as required.


  • Cyber security and/ or network security experience MUST

  • The drive and motivation to exceed your assigned booking quota (new, renewal and expansion).

  • A proven track record of results-oriented sales and Partner management.

  • Successfully engaging and working with channel partners within security and networking.

  • Excellent knowledge and experience of working within reseller, systems integrator and consulting ecosystems.

  • The ability to thrive in a fast-paced, high-growth and rapidly changing environment.

  • Experience in delivering presentations, and enablement training.

  • A willingness to travel across the West Coast US region

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:

$142,500.00 USD - $171,000.00 USD

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