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Sr. Director, Business Development - Microsoft


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Job Details

Location: Seattle, King County, Washington, USA Posted: Oct 04, 2022

Job Description

Based in Seattle, WA

No Agency Submissions Accepted.

What We Are About:

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.

Love working with Microsoft? Are you an expert on all things Microsoft Azure Marketplace? Do you know the Microsoft field and how to make it hum? If so, Illumio is looking for you. The Sr. Director, Business Development – Microsoft will drive go-to-market activity between Illumio and Microsoft to maximize sale of joint solutions for both companies. You’ll work closely with marketing, sales, product management, engineering, and sales engineering to align the people, processes, and products to ensure a successful partnership. With success, the individual may also build a team to further drive joint go-to-market efforts.

In this role you will:

  • Drive go-to-market programs for a new solution being developed for and with the Microsoft Azure Network Security team
  • Enable Microsoft sellers and channel partners to sell the new solution
  • Identify and drive marketing programs with the Illumio marketing team in support of joint selling engagements
  • Work with the Illumio field to enable joint selling motions
  • Own Illumio’s position in the Azure marketplace, the IP Co-Sell Ready program, MISA, and other related Microsoft Azure partner programs
  • Be a core part of the Illumio business development team and a champion of Microsoft Azure within Illumio


  • 8+ years' experience in Business Development/Sales
    • At least 3 years working for or with Microsoft to drive go-to-market efforts through Microsoft sales teams and channels with measurable sales results
    • At least 5 years driving go-to-market programs with larger strategic software vendors, preferably with the cloud service providers
  • Must have experience driving 3rd party product sales through Microsoft sales teams and channels
  • Prefer someone that has been at Microsoft in a sales or BD capacity
  • Must know how to incent the Microsoft Azure field to sell
  • Must know which Microsoft Azure sales teams will be most amenable to the integrated solution and must have ideas about how to target and use them to evangelize the product
  • Must have experience managing products in the Microsoft IP Co-Sell ready program. Prefer someone who also has experience with the MISA partner program.
  • Must be adept at navigating across Microsoft teams to drive collaboration and to get to the right decision makers.
  • Prefer someone with relationships with the Microsoft Azure leadership team that will help to drive sales (including the security/network security management team and the sales teams)
  • Must be team-oriented and collaborative with an ability to execute with a sense of urgency
  • Must possess capability to handle sensitive and complex issues with discretion and good judgment
  • Background in security and cloud preferred
  • Must be in Seattle metropolitan area

Who We Are

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. #LI-REMOTE #LI-LT1

About Illumio

Illumio is a cloud security company that stops cyber threats of unauthorized communications through adaptive segmentation.

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