Channel Account Director

No Agency Submissions Accepted.

In this role you will  be evangelizing Illumio to our Focus Partners within the East Division, As a Team, we rely on one another while being respectful and action oriented. 

Everyday we rely on one another.  We are respectful, action oriented and responsible for all of the upside bets the company has placed in FY24.  We are a small team of A-Players who know how to execute.

To thrive in this role you must have security experience, established partner relationships and a “do anything” to be successful attitude. 

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:

• The ideal Channel Account Director candidate has a strong sales background and has been successful in a Direct Sales Rep position at a manufacturer in the past. They must also be technically inclined and naturally curious to learn about Illumio’s portfolio. They have made the choice to work within the Partner LOB in order to have a more holistic view and understanding of the business to help them broaden their skill set(s) and aid in advancing their career(s)

• The ideal candidate(s) also understand deal structure and deal flow. They know how to write business plans and are comfortable with holding people accountable. They have worked in, understand and can operate in a Matrix Organization. They view their role as a CAM as a Statesman/Stateswoman; they must be able to align cross-functional resources within Illumio as well as manage
  the same within the Partners they support while not burning bridges in the process. As our Channel Account Director - NY Metro you will be accountable for developing and managing the channel business within territory to drive Illumio new business revenue with assigned partners. You will be helping build an external sales team for the benefit of the Illumio sellers. 

• 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.   

• 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.  

Experience:

• Minimum 8+ years’ experience in channel management

• Sales experience with proven achievement

• Excellent communication and presentation skills

• Experience conducting customer demos of a technical product portfolio

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

• The ability to thrive in a fast-paced, hi