Manager, Account Development

Manager, Account Development team

Remote

In this role you will will have to be adaptable, focused on the KPI's that matter and drive the business forward. You will be a leader for the people and know how to manage up. 

Everyday you will coach, enable and develop.  You will measure performance across all KPI's and lead the team with rigor and humility, solicit feedback, interact and collaborate with Field Sales weekly.

To thrive in this role you will have to be a personal brand builder and able to carry tough conversations in democratic ways to move the needle. 

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:

• Provide exceptional leadership to our talented team of Account Development professionals to qualify leads and create early stage opportunities

• Partner with key leaders to deeply understand our products and markets

• Translate that knowledge into innovative approaches that drive success

• Employ a data-driven approach to running the business – through looking at daily and weekly sales activity and performance metrics to proactively manage the team

• Design and lead compelling processes and approaches for the team to prospect for new business opportunities in both enterprise and commercial/mid-market accounts

• Work with team on prospecting skills optimization (calls, emails, social selling, etc.)

• Be an engaged and visible leader for the team and collaborate closely with both sales and marketing to qualify inbound campaigns and create targeted outbound prospecting campaigns

• Establish yourself as a thought leader who is constantly learning about Illumio

• Have a continual eye out into the market for talent and proactively manage and nurture careers

• Ensure process and data integrity through the sales process to provide data and pipeline development measurement accuracy

 

Experience:

• Minimum 3 years experience in leading an Account Development team with a proven history of exceeding sales quota and driving strategic goals

• Proven track record in developing a highly successful sales/account development teams with a consistent track record of results

• Highly operational and analytical, measuring the granular details to manage the team

• Intrinsically motivated leader with high EQ and an inspirational presence that motivates a team of up and coming sales and marketing professionals

• Ability to inspire, lead by example, and hold the team accountable

• Sales acumen: understands sales process, qualification and opportunity creation

• Outstanding prospecting skills, skilled at running focused sales campaigns

• Positive, energetic and ultra-organized

• Strong written and verbal communication

• Ability to utilize modern sales and marketing technology (e.g. Salesforce, Hubspot, Gong, LinkedIn, 6Sense, etc) to drive growth, efficiency, visibility, and accountability

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.

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