Illumio

Sales Development Rep

• Identify and qualify new business opportunities across the Enterprise segment.
• Work closely with Sales and Marketing teams.
• Own account-based prospecting activities in your assigned region.
• Deliver qualified introductory meetings with key decisions that lead to meaningful pipeline and revenue.
• Generate prospecting campaigns to canvass and map target accounts.
• Identify business stakeholders and uncover segmentation-related needs/projects.
• Manage inbound leads qualification and channel engagement to support growth in your designated territory.
• Provide proactive sales development coverage via phone, email, and social selling tactics.

Sales Development Representative

Account Executive

• Own and grow the partner business within your territory, driving net-new and expansion revenue through assigned partners.
• Align cross-functional Illumio teams and partner resources to execute effectively and sustain strong relationships.
• Build a scalable partner-led sales motion that accelerates partner sales outcomes.
• Consistently exceed booking targets across new subscriptions, renewals, support, and professional services.
• Recruit, onboard, enable, and manage partners to ensure successful execution of Illumio programs.
• Develop and maintain a strong pipeline of partner-sourced and partner-influenced opportunities.
• Lead joint business planning with partners, including performance goals, financial targets, and execution milestones.
• Serve as the primary escalation point for partner issues and channel conflict.
• Provide market and competitive insights to inform channel strategy.
• Maintain accurate forecasting, pipeline, and activity reporting in Salesforce (SFDC).

Partner Account Director

General Counsel

• Negotiate enterprise SaaS and software agreements in close partnership with Sales and other revenue teams.
• Lead commercial legal support for EMEA (e.g., UK, Germany, France) and overfill support for deals in the Americas.
• Partner closely with Human Resources and business leaders to advise on EMEA employment law matters, manage risk, and help enable compliant practices.
• Help develop and refine legal processes supporting Sales, Marketing, Channels, and Customer Success.
• Partner with Revenue Operations on customer acquisition and retention initiatives.
• Work with field operations to streamline negotiations, reduce acquisition costs, and enhance customer success.
• Negotiate complex technology transactions with a practical, risk-balanced approach.
• Prior experience supporting other practice areas such as Employment, Product, Privacy and IP highly preferred.

Senior Legal Counsel

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

Consultant

• Design and implement Illumio’s product for basic customer installations, applying a complete understanding of product capabilities, deployment models, and best practices
• Assess and resolve a wide range of customer issues related to deployment, configuration, and policy using advanced analytical and problem-solving techniques
• Diagnose unusual or ambiguous situations, identify root causes, and develop creative, effective solutions—even when precedent or documentation is limited
• Evaluate risk, implications, and trade-offs when selecting the appropriate course of action, exercising sound judgment and professional discretion
• Identify gaps or improvement opportunities in customer deployment strategies and security policies and recommend appropriate adjustments
• Proactively manage your own priorities, deadlines, and workload with minimal day-to-day instruction as a self-starter
• Collaborate with senior team members to validate architectural approaches and optimize the application of product features for customer environments
• Present new ideas, improvements, and lessons learned, contributing to continuous improvement within the Professional Services organization
• Act as a trusted customer advocate by delivering solutions with a Customer First, Always mindset

Professional Services Consultant

Engineer

• You will work with industry leading customers in maintaining Illumio’s technology deployments
• You will be responsible for logging and updating cases, informing customers of the case status and providing solution(s) as they become known, in a professional, timely manner, over the lifetime of the support request
• Escalation Engineers need to understand customer systems and configurations. Analyze problems/defects and recommend solutions
• Be able to work closely with external customers, other support engineers, Development, Sales and others as needed, to gain knowledge and provide solutions
• Ability to set customer expectations appropriately and accurately
• Provide technical product support to field engineers and technicians for complex problems on company products. May interact with customer and company personnel to isolate and fix product issues
• Provide design, reliability and other technical feedback to R&D
• Handle escalations to R&D as needed
• Provides updates to technical product documentation as issues are identified and fixed
• Always interacts with customers directly via email, phone and remote analysis tools. Act as the primary communication contact dealing with customer issues
• Populates content and updates to the company knowledge base for both internal and external users
• Assists internal field teams whenever a pre-sales issue is reported through to engineering
• Mentoring team members and provide Peer Learning and Cross-Training

Escalation Engineer

• Serve in the Illumio field organization, finding and creating new sales opportunities
• Create and execute a territory plan for target accounts
• Drive a regional sales plan with collaboration between teams
• Accurately forecast business objectives for clients
• Identify, engage, and build relationships with resellers and partners

Senior Account Executive

Sales Engineer

• Develop and nurture 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
• Assist partners in their enablement pursuits and on deals to maximize mutual benefit

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

• 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