Illumio

Sales Engineer

• Develop and nurture relationships with customers across the region, presenting Illumio's solutions through live presentations, webinars, and trade shows.
• Help to create mutually valuable deals by enlisting discovery skills and tailoring technology proofing activities such as demos and POVs throughout the sales cycle.
• Your performance will be measured against revenue expectations, customer adoption, and your ability to maintain proficiency in cybersecurity domains, Illumio’s products, and salesmanship.
• Surround and uplift by other professionals in a fun and rewarding culture of “Illumineers” that seek to win.
• 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

Program Manager

• Lead planning, execution, and governance for key initiatives within the Customer Success organization
• Partner with leaders across Customer Success, Sales, Product, Support, and Professional Services
• Develop and maintain clear program charters, project plans, success metrics, and executive reporting
• Identify process and communication gaps across teams and proactively drive improvements
• Serve as a program manager for complex or strategic customer engagements
• Establish consistent communication cadences and governance frameworks
• Ensure that customer programs are delivered on time, with clear ownership and outcomes
• Help define and document a scalable approach to program management
• Coordinate across multiple departments to ensure dependencies are managed and risks are surfaced early
• Drive clarity, transparency, and accountability in how initiatives are executed and reported
• Support leadership in tracking and communicating progress against key strategic priorities

Staff Program Manager

Solutions Engineer

• Lead, coach, and inspire the Solutions Engineering teams across the Americas.
• Define and execute a unified pre-sales vision aligned with Illumio’s GTM strategy.
• Build, hire, and expand diverse, high-performing teams.
• Create scalable structures and processes to support Illumio’s growth trajectory.
• Partner with Sales, Product, Engineering, Customer Success, and Professional Services to ensure seamless execution of customer journeys and feedback loops.
• Serve as a trusted advisor for C-suite executives and technical leaders at strategic accounts.
• Drive consistency and effectiveness in pre-sales motions, including workload balancing, issue resolution, and technical validation frameworks.
• Represent Illumio at key customer, industry, and analyst events; evangelize the company’s thought leadership in Zero Trust and breach containment.

Vice President, Solutions Engineering

Engineer

• Work with industry leading customers in maintaining Illumio’s technology deployments
• Log and update cases; inform customers of case status and provide solutions in a timely manner
• Understand customer systems and configurations; analyze problems/defects and recommend solutions
• Work closely with external customers, support engineers, Development, Sales and others to provide solutions
• Set customer expectations appropriately and accurately
• Provide technical product support to field engineers and technicians for complex problems
• Provide design, reliability and other technical feedback to R&D; handle escalations to R&D as needed
• Update technical product documentation and populate the company knowledge base
• Interact with customers directly via email, phone and remote analysis tools as primary communication contact
• Assist internal field teams with pre-sales issues; mentor team members and provide peer learning and cross-training

Escalation Engineer

Account Executive

• Exceed assigned quota - including new license subscriptions, support, subscription renewals and professional services from new and existing accounts.
• Build a healthy pipeline of new and expansion channel opportunities.
• Be responsible for partner recruitment, on-boarding, management, education and execution of Illumio programs within territory.
• Build and implement technical and sales readiness plans for the territory.
• Play a key role in guiding tactics around channel direction, including planning and implementing territory business objectives.
• Evaluate and manage new strategic business opportunities, initiatives, partnerships and/or alliances.
• Proactively lead the joint partner planning process that develops mutual performance objectives, financial targets and critical milestones associated with a productive partner relationship.
• Drive programs to ensure that partners and customers are well informed about upcoming events, campaigns, promotions and communications.
• Proactively assess, clarify and validate partner needs to maintain high partner satisfaction ratings.
• Serve as the first line of escalation for handling channel conflict and dealing with related business issues.
• Conduct channel market analysis and monitor competitive activity in territories.

Partner Account Director, GSI

• 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

• Lead a team of system engineers and oversee technical pre-sales execution in the Americas West Region
• Lead the technical pre-sales strategy and execution across the America West region
• Ensure customers receive exceptional technical support and guidance from our pre-sales systems engineering team
• Collaborate closely with AMER SE Leader and Regional Vice President of Sales, West to align technical execution with revenue goals
• Oversee pre-sales activities: product positioning, education, objection handling, and competitive strategy
• Ensure team equipped with the latest product knowledge, demos, messaging, and use cases
• Act as a hands-on technical resource when needed, especially in high-priority engagements
• Provide coaching, mentorship, and conflict resolution to foster a high-performing team
• Build and maintain executive-level relationships with key technical influencers
• Deliver presentations and webinars tailored to customer pain points
• Lead demos rooted in real-world use cases and success stories
• Support ongoing technical training and development for your team
• Streamline global pre-sales processes, including POCs and competitive analysis
• Travel as needed to support deal progression and technical evaluations
• Own technical enablement for assigned partners and regions
• Align team goals with regional sales and partner/channel strategies
• Retain top talent through support, transparency, and career development
• Foster collaboration and communication across the region
• Champion customer advocacy, advisory boards, and technical user groups
• Represent team’s needs on a global stage
• Contribute thought leadership through blogs, white papers, and industry content
• Promote partner education and maturity in Illumio’s solutions

Director, Sales Engineering

Customer Success Manager

• Report to the Director of Customer Success and drive value generation for customers
• Help customers develop strategy to onboard, adopt, and successfully utilize Illumio's products to achieve desired outcomes
• Develop cross-functional knowledge across IT Security, IT Operations, Infrastructure, and Application Portfolio Management
• Inspect customer adoption issues and run specific plans to increase adoption health
• Tie adoption health to renewals; forecast and manage renewal processes from start to finish
• Partner with Sales to identify expansion opportunities and improve Net Retention Rate
• Establish trusted advisor relationships with executive stakeholders and technical teams
• Conduct quarterly Executive Business Reviews to define and document the definition of success
• Build strategic roadmaps for customers that define consumption and adoption of Illumio’s products
• Monitor Adoption Health across portfolio accounts
• Marshal cross-functional organization support to onboard customers quickly and with high quality
• Identify product or feature gaps, coordinate responses and timelines with the product team, and orchestrate delivery
• Capture and document Customer Use Cases, value stories, and contribute to the Customer Success repository

Customer Success Advisor

Sales

• 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 with the goal of engaging potential champions and sponsors to find and create an opportunity
• Able to 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, SLED

Regional Vice President, Sales

• Serve as the front-line leader in the Illumio field organization, finding and creating new sales opportunities within target accounts and leading a virtual team of Illumio people and external partners to win those opportunities
• Create and execute a territory plan on target accounts and approach to “landing and expanding,” and prospect into these target accounts to engage potential champions and sponsors
• 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
• Seek and secure new business opportunities with a keen focus on Fortune 250 prospects through a named accounts approach

Regional Sales Director

Technical Account Manager

Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters.
Illumio Technical Account Managers (TAMs) provide exceptional product knowledge and validated skills to help organizations streamline deployment and improve operations of their Zero Trust Implementations. Backed by the resources of the entire Illumio organization and armed with standard methodologies, TAMs are responsible for building and maintaining post-sales relationships with Illumio’s most strategic customers. TAMs develop a trusted advisor relationship with key partners including customer executives, CIO, CTO, Line of Business leaders and IT Directors to ensure that the customer achieves their Zero Trust goals with Illumio’s solutions. TAMs recommend solutions, visualize opportunities, mitigate issues, and provide technical guidance to a defined account or set of accounts.
TAMs consult closely with customers to ensure their satisfaction and return on investment with Illumio’s solutions. They are the customer’s primary liaison with Illumio and are accountable for identifying and directly addressing all business and technical issues impacting the productive use of Illumio’s solutions. TAMs actively expand Illumio’s platform adoption and standardization within accounts, driving relationships at every level, internally and externally, to advocate for Illumio’s technology solutions and influence change. In addition to customer facing activities, TAMs report key account metrics and insight to Illumio’s internal teams while contributing to the overall TAM program development.
Establish long-term relationships within assigned accounts while developing an understanding of the client’s strategic goals and overall impact on business results.
Provide project leadership, coordination, and architectural guidance for the customer’s cyber security, Zero Trust and Illumio product initiatives.
Lead and drive challenging requests across simultaneous client engagements.
Provide clear and constructive product feedback to Illumio’s Product Management teams based on customer use-cases and requirements.
Understand the customer’s high-level business challenges while functioning as an advisory resource for “Best Practices” and driving adoption of Illumio’s solutions.
Perform health checks, document findings, and provide best-practice recommendations.
Be a customer advocate within Illumio to ensure that escalations are resolved in a timely fashion.
Help customers avoid and/or mitigate issues with proactive guidance based on extensive customer experience.
Collect metrics and develop reports that illustrate project health and progress.
TRAVEL: Although this is a home-office based position, applicants must be able to travel 30% for customer visits. Additional travel for training and conferences may also be required throughout the year

• 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 with the goal of engaging potential champions and sponsors to find and create an opportunity
• Able to 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
• 8+ years of full cycle sales enterprise selling with strong background in security and or networking software, including 5+ years of co-selling experience with a strong partner network
• Deliver compelling “teaching conversations” that are well tailored to each prospect’s situation
• Able to engage with urgency and capitalizing on all potential channels to sell Illumio
• Knows how to ask the right questions, strong listener and technically savvy to understand the solution
• Successful track record of successful selling to the C-suite (all lines of business) with a strong rolodex of contacts in region
• Experience in a fast-paced company with the ability to adapt as needed