Director, Account Development

Illumio•Sunnyvale, CA

24d

About The Position

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. Our Team's Vision: Our Sales team is comprised of high-performing, motivated individuals driven by a relentless pursuit of growth and excellence. We understand that true success is measured by the meaningful impact we make on our customers' businesses. That’s why we invest deeply in both personal and professional development to ensure our team members have the tools and opportunities they need to excel. By joining our agile Sales team, you will collaborate with industry-leading professionals who are passionate about pioneering Zero Trust Segmentation. We are looking for a highly dynamic, collaborative, and operational leader to manage our global account (sales) development team to create qualified leads and opportunities for sales. The right person for this role is highly results oriented, operational and analytical, is highly collaborative as they need to be a close partner to both sales and marketing and is a dynamic and motivational manager and leader to the account development reps as a training ground for career advancement in either sales or marketing roles. Your Impact: Provide exceptional leadership to our talented team of Account Development professionals to qualify leads and create early-stage opportunities Partner with key leaders to deeply understand our products and markets Translate that knowledge into innovative approaches that drive success Employ a data-driven approach to running the business – through looking at daily and weekly sales activity and performance metrics to proactively manage the team Design and lead compelling processes and approaches for the team to prospect for new business opportunities in both enterprise and commercial/midmarket accounts Work with team on prospecting skills optimization (calls, emails, social selling, etc.) Be an engaged and visible leader for the team and collaborate closely with both sales and marketing to qualify inbound campaigns and create targeted outbound prospecting campaigns. Establish yourself as a thought leader who is constantly learning about Illumio Have a continual eye out into the market for talent and proactively manage and nurture careers Ensure process and data integrity through the sales process to provide data and pipeline development measurement accuracy

Requirements

Minimum of 8 years of experience selling software technology solutions (cybersecurity software experience preferred)
Proven track record in developing a highly successful sales/account development teams with a consistent track record of results
Highly operational and analytical, measuring the granular details to manage the team
Intrinsically motivated leader with high EQ and an inspirational presence that motivates a team of up and coming sales and marketing professionals
Ability to inspire, lead by example, and hold the team accountable
Sales acumen: understands sales process, qualification and opportunity creation
Outstanding prospecting skills, skilled at running focused sales campaigns
Positive, energetic and ultra-organized
Strong written and verbal communication
Ability to utilize modern sales and marketing technology (e.g. Salesforce, Hubspot, Gong, LinkedIn, 6Sense, etc) to drive growth, efficiency, visibility, and accountability
Bay Area strongly preferred, but will consider other locations for the right candidate

Responsibilities

Provide exceptional leadership to our talented team of Account Development professionals to qualify leads and create early-stage opportunities
Partner with key leaders to deeply understand our products and markets
Translate that knowledge into innovative approaches that drive success
Employ a data-driven approach to running the business – through looking at daily and weekly sales activity and performance metrics to proactively manage the team
Design and lead compelling processes and approaches for the team to prospect for new business opportunities in both enterprise and commercial/midmarket accounts
Work with team on prospecting skills optimization (calls, emails, social selling, etc.)
Be an engaged and visible leader for the team and collaborate closely with both sales and marketing to qualify inbound campaigns and create targeted outbound prospecting campaigns.
Establish yourself as a thought leader who is constantly learning about Illumio
Have a continual eye out into the market for talent and proactively manage and nurture careers
Ensure process and data integrity through the sales process to provide data and pipeline development measurement accuracy