Illumio

Account Manager

• Exceed quarterly and annual sales quotas for an assigned territory.
• Develop and execute a territory plan with a target prospect list and regional sales strategy.
• Build and nurture an ecosystem of partner sellers and SEs who are excited about Illumio and actively selling with you.
• Partner with marketing and inside sales teams to generate pipeline and qualify opportunities.
• Conduct product demonstrations and presentations to prospects and partners.
• Lead ongoing account management to ensure customer satisfaction and drive additional revenue.
• Act as a trusted advisor by understanding customer business needs and aligning Illumio’s solutions to their IT roadmap.

Commercial Account Representative

Business Development Rep

• Be a key contributor to Illumio’s sales pipeline and revenue growth through lead qualification and outbound prospecting responsibilities
• Own account-based prospecting activities in your assigned region
• Deliver qualified introductory meetings with key decisions that ultimately lead to meaningful pipeline and revenue for the company
• Generate prospecting campaigns to canvass and map target accounts
• Identify business stakeholders and uncover existing segmentation related needs/projects.
• Manage inbound leads qualification and channel engagement to support growth in your designated territory coverage
• Provide proactive sales development coverage via phone, email, and social selling tactics
• Be an active and valuable member of the Illumio sales, marketing, and channel ecosystem.

Account Development Representative

Customer Success Manager

• Develop cross-functional knowledge that spans IT Security, IT Operations, Infrastructure, and Application Portfolio Management practices.
• Customer Adoption - inspect customer adoption issues and run specific plans to increase adoption health where required.
• Renewals - tie adoption health to renewal and ensure that value is being delivered.
• Expansion - partner with Sales to identify expansion opportunities.
• Establish “trusted advisor” relationships with the executive stakeholders and technical teams on the customer side.
• Build a strategic roadmap for every customer that defines how they should consume and adopt Illumio’s products.
• Monitor the Adoption Health across all accounts within your portfolio.
• Identify product or feature gaps, coordinate responses and timelines with the Illumio product team.

Senior Customer Success Advisor

Sales

• Responsible for growing revenues in Central Europe, while managing all facets of the customer buying experience - including opportunity identification, revenue growth, risk management, project profitability, and customer satisfaction
• Cultivate senior level relationships across your accounts and channel partners
• Lead teams to generate new ARR through net new logo and existing customer expansion while ensuring the team is organized appropriately and executing at scale
• Provides ongoing strategic guidance on customer segmentation, coverage models, sales methodologies, and processes
• Effectively use and analyze data to recognize trends and anticipate challenges
• Interact with and influence senior leaders/clients to ensure a very high level of customer satisfaction
• Bookings — Achieve our quarterly regional Net New Annual Contract Revenue (NNACV) sales goals
• Implement a regional business plan that identifies booking goals, pipeline goals, target accounts, territory assignments and activity metrics (prospecting, meetings, POCs) and measure progress monthly
• Work with marketing to create a demand generation plan to support pipeline development. Determine and enhance positioning and messaging based on prospect and customer feedback
• Create a continuous learning environment for the team with regular (weekly, monthly, quarterly) training events the results in a competent, professional field team capable of tailoring and delivering a compelling teaching conversation and who takes control of the sales cycle
• Coach and develop each field team member to a minimum level of capability within their first 30 days onboard — target the right people and accounts, deliver a compelling teaching pitch, qualify, recommend appropriate actions
• Accurately forecast the region’s business each week
• Establish yourself as a trusted resource with customers and prospects
• Leverage relationships in our prospects
• Be a competent sales practitioner — be able to lead an executive sales call and deliver a compelling challenger pitch
• Develop an education oriented approach for continuous improvement in the field
• Work actively in the field with the team — coaching and supporting their team by making calls with them on prospects, customers and partners
• Focus on customer product acceptance (absorption) and work with field and support teams on customer success. Lead company through renewal process with customers at various stages of customer acceptance
• Provide actionable market and customer feedback to the exec and product teams
• Collaborate with the sales leaders in defining the go-to-market strategy and tactics
• Spearhead and coordinate sales strategy and contract negotiation

Regional Vice President, Sales – Central Europe

Technical Account Manager

• Establish long-term relationships within assigned accounts while developing an understanding of the client’s strategic goals and overall impact on mission and operational outcomes.
• Provide project leadership, coordination, and architectural guidance for the customer’s cybersecurity, Zero Trust, and Illumio product initiatives in DoD/Military environments.
• Help customers avoid and/or mitigate issues with proactive guidance based on extensive customer experience.
• Lead and drive challenging requests across simultaneous client engagements, coordinating across customer stakeholders and internal Illumio teams.
• Be a customer advocate within Illumio to ensure escalations are resolved in a timely fashion.
• Collect metrics and develop reports that illustrate program health and progress.

Staff Technical Account Manager

Sales Engineer

• Develop and nurture both technical and executive relationships across the territory to influence preference for Illumio’s solutions
• Effectively present solutions via live presentations and remote webinars and assist with trade shows, expos, and symposiums
• Uncover the customer’s desired business outcomes and orient all activities in the sales process to these outcomes
• Deliver powerful demos driven by use cases and customer stories
• Support deal progression and POVs as needed via in-person or remote meetings
• Author blog posts, white papers and other thought leading pieces on behalf of Illumio for the security industry
• Assist partners in their enablement pursuits and on deals to maximize mutual benefit

Senior Sales Engineer

Sales Development Rep

• Lead qualification and outbound prospecting
• Run account-based prospecting campaigns and map target accounts
• Connect with prospects through multiple channels
• Collaborate across Sales, Marketing, and Channel teams

Sales Development Representative, Enterprise

• As an Sr. Account Development Rep, you will have the opportunity to be a key contributor to Illumio’s sales pipeline and revenue growth through lead qualification and outbound prospecting responsibilities
• As a member of our sales organization, you will own account-based prospecting activities in your assigned region and deliver qualified introductory meetings with key decisions that ultimately lead to meaningful pipeline and revenue for the company
• Generate prospecting campaigns to canvass and map target accounts, identify business stakeholders, and uncover existing segmentation related needs/projects.
• Manage inbound leads qualification and channel engagement to support the growth in your designated territory coverage
• Provide proactive sales development coverage via phone, email, and social selling tactics
• Be an active and valuable member of the Illumio sales, marketing, and channel ecosystem

Senior Account Development Rep

• Develop and nurture both technical and executive relationships across the territory to influence preference for Illumio’s solutions
• Effectively present solutions via live presentations and remote webinars and assist with trade shows, expos, and symposiums
• Uncover the customer’s desired business outcomes and orient all activities in the sales process to these outcomes
• Deliver powerful demos driven by use cases and customer stories
• Support deal progression and POVs as needed via in-person or remote meetings
• Author blog posts, white papers and other thought leading pieces on behalf of Illumio for the security industry
• Assist partners in their enablement pursuits and on deals to maximize mutual benefit
• Advocate for customers on future feature development and support.

Senior Sales Engineer – Public Sector

Program Manager

• Own program coordination and execution governance for strategic customer engagements, ensuring Customer Success, TAM, Professional Services, Enablement, and Support are aligned to shared customer outcomes, milestones, and success criteria.
• Serve as the cross functional orchestrator across post sales motions, managing dependencies, timelines, risks, and decision points across multiple teams without direct authority.
• Establish and maintain program governance models, including outcome based planning, operating cadences, escalation paths, and executive level communications.
• Act as the primary point of contact for program execution and governance, while partnering closely with the CSA, who remains the overall account and value owner.
• Partner with Customer Success and Account teams to ensure program execution supports adoption goals, renewal readiness, and expansion opportunities.
• Proactively identify, surface, and help manage program level risks and opportunities that could impact customer value realization, renewals, or commercial outcomes.
• Align delivery plans with customer maturity, operational readiness, and long-term value realization.
• Collaborate with Professional Services to ensure scoped services, timelines, and resourcing support contracted outcomes and customer objectives.
• Partner with TAMs to accurately reflect technical plans and architectural decisions in program plans and delivery sequencing.
• Coordinate enablement, training, and readiness activities to support successful adoption and seamless operational handoff.
• Deliver recurring program health reporting that provides clear visibility into execution progress, key risks, dependencies, and outcome indicators such as adoption, readiness, and value realization.
• Ensure stakeholders experience a cohesive, predictable, and well governed delivery motion.

Senior Staff Program Manager

Account Executive

• Develop and execute joint business plans (JBPs) with each strategic partner
• Define and align on target accounts and priority segments
• Develop key use cases and joint solutions
• Create clear, compelling joint value propositions
• Translate integrations into sellable, field ready solutions
• Drive pipeline through joint account planning with Illumio field sales
• Co-sell motions, including cloud marketplace opportunities
• Conduct partner led demand generation campaigns
• Track and report on partner sourced pipeline
• Track and report on partner influenced revenue
• Enable Illumio and partner sales teams with sales plays and talk tracks
• Competitive positioning and use case driven messaging
• Activate partner field sellers, overlay teams, and specialists
• Support key deals through executive alignment and deal strategy
• Partner with Product and Marketing to create solution briefs and reference architectures
• Maintain strong relationships with partner stakeholders, driving alignment through QBRs and executive reviews
• Establish and manage KPIs for each partner, including pipeline contribution and deal velocity

Partner Account Director

Senior Sales Engineer – Partner

• 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
• Create and execute a territory plan on your target accounts and approach to “landing and expanding," and prospect into these target accounts
• Drive a regional sales plan that incorporates tight collaboration between ADRs, partner account managers, customer success advisors and extended field team resources
• Accurately forecast the business objectives of your clients and Illumio
• Identify, engage, and build relationships with resellers, system integrators and other partners

Regional Sales Director

Marketing

• Plan, build, and execute scalable, integrated partner marketing campaigns with U.S. and Canada national partners to drive pipeline.
• Own campaigns end-to-end, including ideation, content development, cross‑functional project management, launch, and post‑campaign performance analysis to deliver against pipeline, revenue, and ROI goals.
• Collaborate with the sales and partner sales teams to align campaigns with target accounts and support opportunity acceleration.
• Serve as the primary marketing point of contact for assigned strategic partners, owning day‑to‑day engagement, responding to partner inquiries, and proactively identifying co‑marketing opportunities that drive mutual growth
• Develop and maintain trusted relationships with senior partner stakeholders, enabling tight alignment on go‑to‑market priorities, campaign strategy, and joint value propositions
• Define, track, and optimize key performance indicators (KPIs) to measure the effectiveness of partner marketing programs; regularly communicate insights, results, and recommendations to internal and partner stakeholders
• Own and manage partner marketing budgets (MDF/BDF), ensuring disciplined investment, efficient execution, and clear, data‑backed demonstration of return on investment
• Act as the primary marketing liaison for our US and Canada distribution partner, identifying and executing integrated programs that support national partner priorities and drive measurable business outcomes