Partner Sales Engineer

No Agency Submissions Accepted.

Do you love exciting others about innovative and relevant technology?  Do you have a penchant for educating people?  Do you desire a working environment that values your unique creativity?  Does your experience intersect across cybersecurity, networking, cloud, and even AI?  Do you like getting handsomely rewarded for your knowledge and efforts? This is an opportunity to bring your talents to a company that places importance on all those things. Our customers have acute needs, and together with our partners, we lead them to solutions that solve those needs. 

As a Sr. Channel Sales Engineer in the US, you will develop and nurture relationships with partners across the region, presenting Illumio's solutions through live presentations, webinars, and training events that you will lead.  You will also jointly present at partner-led events and trade shows.  Vital to this role is driving partner adoption and mindshare amidst a variety of solutions they could otherwise choose.  Your performance will be measured against the partner’s achievement of their program certification and sales targets, and your ability to maintain proficiency in cybersecurity domains, Illumio’s products, and salesmanship.  You will be surrounded and uplifted by other such professionals in a fun and rewarding culture of “Illumineers” that seek to win.

Illumio protects one third of the US economy including over a trillion dollars in transactions at just a single bank.  We protect our customers’ and even our competitors’ sales pipelines on over 100k workloads serving a CRM service.  We protect the personal and financial details of US homeowners.  The next time you order a cup of coffee at one of the largest chains, think of how their systems are protected. 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 critical infrastructure of the economy by which reputations, stock prices, and the future of commerce are based.   

About the Team:

Senior Systems Engineers at Illumio are a critical component of our sales force. They share a revenue target with a sales person and cover a geographic sales area of the country. In practical terms, they are responsible for product positioning, initial product education, handling objections and competitive threats, and ensuring customers have a fantastic evaluation experience. SE’s and their sales counterpoints are the “face” of Illumio to customers/partners and they directly influence customer decisions and product deployment plans.  

Key Responsibilities:

• Develop and execute (with your GEO partner sales and GEO SE leader) the Partner SE enablement strategy for your region (partners, people, capabilities etc.).
• Work hand in hands with Illumio’s regional SEs and coach them on the critical role they play in exciting and enabling partner SEs, educate them on the tools and resources available to help them and share best practices.
• Develop and nurture technical relationships across the partner community to influence preference for Illumio’s solutions
• Effectively present solutions via in-person presentations and remote webinars and assist with trade shows, expos, and symposiums
• Maintain a solid understanding of Illumio’s technology alliances and how they fit in each partner’s chosen ecosystem
• Uncover the partner’s revenue streams and orient all activities to these outcomes
• Deliver powerful demos and presentations driven by use cases and customer stories to partner principals and sellers
• Educate through bootcamps, workshops, lunch and learns, and other such activities
• Share value proposition of building and delivering services for Illumio customers, assess partners’ delivery capabilities, and review the enablement curriculum that is available to them.
• Author blog posts, white papers and other thought leading pieces on behalf of Illumio for the security industry
• Advocate for partners on future feature development and support

Experience:

• 10+ years of industry experience with at least 5 years in a channel SE capacity handling partners of varying sizes and scope
• Expert knowledge in one or more of the following areas: cloud migration strategies, services offered by the major Cloud Service Providers (CSPs), cloud native development, containers and orchestration, and Infrastructure as Code
• Understanding of the software development lifecycle (SDLC) and tooling, especially for cloud native applications
• Development or scripting experience preferred. Knowledge of how to use APIs and methods a plus.
• Industry certifications preferred (e.g. CISSP, CCSP, CCIE, AWS Certified Security Specialty Certification, Microsoft Certified A