Partner Account Director

Onwards Together!
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.

Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.

Location: US, Remote East Coast
Our Teams Vision
Illumio is seeking a high impact Partner Manager to drive revenue and go to market execution with Tier 1 strategic technology partners. This role is focused on turning integrations into pipeline and revenue, not simply managing relationships.

You will own a portfolio of top tier technology alliances and be responsible for building and executing joint GTM plans that deliver measurable business outcomes.

This is a quota carrying or quota influenced role with direct accountability for pipeline creation and revenue contribution.

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

Define and align on:

Target accounts and priority segments

Key use cases and joint solutions

Clear, compelling joint value propositions

Translate integrations into sellable, field ready solutions

Pipeline & Revenue Growth:

Drive pipeline through:

Joint account planning with Illumio field sales

Co sell motions, including cloud marketplace opportunities

Partner led demand generation campaigns

Track and report on:

Partner sourced pipeline

Partner influenced revenue

Field Engagement & Enablement:

Enable Illumio and partner sales teams with:

Sales plays and talk tracks

Competitive positioning

Use case driven messaging

Activate partner field sellers, overlay teams, and specialists

Support key deals through:

Executive alignment

Deal strategy

Partner engagement

Solution Development & Packaging:

Partner with Product and Marketing to:

Package integrations into repeatable joint solutions

Create solution briefs, demos, and reference architectures

Ensure solutions are aligned to:

Core customer pain points

Industry specific use cases

Executive Relationship Management:

Build and maintain strong relationships with partner stakeholders, including:

Sales leadership

Alliances teams

Product and engineering teams

Drive alignment through:

QBRs and executive reviews

Joint planning and strategy sessions

Performance Management & Reporting:

Establish and manage KPIs for each partner, including:

Pipeline contribution

Deal velocity

Attach rates

Regularly inspect pipeline, identify blockers, and drive resolution

Provide forecast input tied to partner driven opportunities

Your Toolkit

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

Bonus Points

Experience working with leading cybersecurity vendors

Familiarity with Ecosystem Led Growth platforms and motions (e.g., Crossbeam)

Experience using CRM / PRM tools such as Salesforce and Impartner

Our Commitment
Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging.

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.

#J-18808-Ljbffr