Channel Account Director

Job Description

No Agency Submissions Accepted.

The ideal ANZ Channel Sales Director candidate has a strong sales background and has been successful as a Direct Sales Rep and/or in a Channel leadership position. They must be technically inclined and naturally curious to learn about Illumio’s portfolio. They have made the choice to work within the Channel LOB to help their previous employer(s) create and maintain a run rate stream of revenue that is both profitable and, more importantly, predictable.

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 the ANZ Channel Account Director 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.

What We Are About:

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.

What You Will Accomplish:

• Build and/or strengthen Illumio’s relationships with the Tier 1 Partners in ANZ
• Be responsible for driving 40% of the Division’s bookings via Channel-sourced opportunities
• Enable our Tier 1 Partners, with a heavy focus on technical enablement
• Support the individual Sales Teams by doing the following:
  • Introducing them to their peers within the Channel
  • Helping them forecast opportunities accurately
  • Holding our Tier 1 Partners accountable to meet our EOQ and EOY booking targets
• Establish mutually agreed upon business plans with our Tier 1 Partners

What You Will Bring:

• Experience
  • 5+ years of Sales experience within the security space
  • 7+ years of Partner/Alliance Sales experience within the security space
  • Ability to work within a matrixed environment
  • Must be able to demonstrate a track record of success:
    • Individual Achievement
    • Net-New Logo Acquisition
    • Incremental / Channel-sourced business
    • Exceeding quota
• Established Channel Relationships
  • Successful track record of onboarding, enabling and creating Channel-sourced pipeline with Illumio’s Tier 1 partners
  • Must be able to validate relationships within Illumio’s Tier 1 partners
• Sales Acumen
  • MEDDIC Trained
  • Pipeline Management and Forecast Methodology
• Organized/Disciplined
  • Business Planning
  • Self-starter
• Travel
  • Willingness to travel 20% to 25% as needed within ANZ
• Intellectual Curiosity and Creative Thinking
  • General understanding of financing and knowledge of how to leverage margin

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