Illumio

Sales Engineer

• 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

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 Vice President, Sales

Regional Sales Director, SLED

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

• 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