Partner Account Director

Illumio

. Develop and execute joint business plans (JBPs) with each strategic partner .

Posted 4/21/2026full-timeRemote • California • 🇺🇸 United StatesLead💰 $160,000 - $192,000 per yearWebsite

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

5–10+ years of experience in alliances, partnerships, or sales roles within cybersecurity or enterprise in SaaS
Proven track record of driving pipeline and revenue through strategic partners
Executing effective co sell motions with Tier 1 technology partners
Strong understanding of Enterprise sales cycles and Partner ecosystems
Experience working with leading cybersecurity vendors (Bonus)
Familiarity with Ecosystem Led Growth platforms and motions (e.g., Crossbeam) (Bonus)
Experience using CRM / PRM tools such as Salesforce and Impartner (Bonus)

Benefits

Comp & perks

Medical, Dental, Vision Coverage
Health and Dependent Savings Accounts
Life and Disability Programs
Paid Parental Leave
Voluntary Benefit Programs
Company Sponsored Wellness Program
Wellness Reimbursement Program
Retirement Savings
Equity Opportunities
Paid time off
Paid Holidays
Employee Incentive Program

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

pipeline managementrevenue generationco-sell motionsaccount planningdemand generationcompetitive positioningsolution briefsreference architecturesKPI managementsales enablement

Soft Skills

relationship managementstrategic alignmentcommunicationcollaborationexecutive alignmentnegotiationproblem-solvinginfluencingleadershiporganizational skills