Regional Sales Manager - West

Job Description

What We Are About:

Do you believe that art and craft of sales can be practiced as professionally as medicine or law? At Illumio we believe that sales is a noble profession and have set ourselves to the task of becoming great at what we do because the stakes are high. Every day we interact with thought leaders from security, networking, and operations teams who want to learn how to segment their systems in a better way. For our prospects, their reputation in the marketplace, and in many cases, their stock price is tied to how well they maintain the trust of their customers. They work under constant vigilance from their auditors and regulators – careers and reputations are always at stake.

Against this backdrop, we are the conduit for Illumio’s substantial expertise and experience in delivering the largest and most successful micro-segmentation deployments in the world. Our prospects need your best communication, organizational, and inter-personal skills to connect them to the information, tools, and resources to assist them on their buyers journey. You will face larger and more established competitors every day. But if you like to win – to lead customers toward a bright future, and exceed their expectations, we will equip you with unique insights, tools, and systems that will help you reach new levels of professional accomplishment.

What You Will Accomplish:

• As a Regional Sales Director, you will serve as the front-line leader in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunities.
• You will also ensure that our existing customers renew and expand our subscriptions and refer new opportunities to us.
• You will build a healthy pipeline of new and expansion opportunities.
• You will create and execute a territory plan that identifies our target accounts and our approach to “landing and expanding," and you will prospect into these target accounts with the goal of engaging potential champions and sponsors to find and create an opportunity.
• You will collaborate regularly with their assigned Business Development Representatives to engage new prospective customers.
• You will form and lead a virtual team of Illumio people and partners in winning new opportunities and managing their accounts.
• You will accurately forecast the business objectives of your clients and Illumio.
• You will identify, engage and build relationships with resellers, system integrators and other partners with whom we can sell.

What You Will Bring:

• The drive and motivation to exceed your assigned booking quota (new, renewal, expansion, services)
• The ability to deliver compelling “teaching conversations” that are well tailored to each prospect’s situation.
• The ability to take control of opportunities and propose next actions, in order to move them productively forward.
• The ability to maintain a focus on validating the details of deals, to ensure they can be effectively executed.
• 5 to 7 years Enterprise sales experience.
• Experience selling subscription models and multi-year deals.
• Strong understanding how land and expand works.
• Experience selling security and cloud software.
• Networking and Infrastructure background is a plus.

Who We Are

Illumio enables organizations to realize a future without high-profile breaches by providing visibility, segmentation, and control of all network communications across any data center or cloud. Founded in 2013, the world’s largest enterprises, including Morgan Stanley, BNP Paribas, Salesforce, and Oracle NetSuite, trust Illumio to reduce cyber risk. For more information, visit www.illumio.com/what-we-do .