Partner Account Director
About The Position
Illumio is a leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. The Partner Account Director will own and grow the partner business across their territory, driving net-new customer acquisition and expansion revenue through strategic partner relationships. This role involves developing and executing a scalable partner-led go-to-market strategy, collaborating with cross-functional teams, and consistently exceeding bookings targets. The ideal candidate will recruit, onboard, enable, and manage strategic partners, build and maintain a healthy pipeline of partner-sourced and influenced opportunities, and lead joint business planning with partners. They will also serve as the primary point of escalation for partner-related issues and provide market intelligence to shape channel strategy. Accurate pipeline management, forecasting, and reporting in Salesforce (SFDC) are essential.
Requirements
- Proven success in cybersecurity and partner sales within a technology vendor environment, preferably in Canada.
- 10+ years of experience in partner, channel, alliance, or ecosystem management.
- Strong understanding of partner-led business planning, deal structures, pipeline development, and driving measurable partner outcomes.
- Deep familiarity with reseller, systems integrator, consulting, and channel partner ecosystems, including experience selling with and through strategic partners.
- Demonstrated ability to influence, enable, and hold partners accountable in a matrixed, high-growth organization.
- Excellent communication, presentation, and relationship-building skills.
- Willingness to travel as required.
Nice To Haves
- Ability to communicate in both English and French is an asset, though not required.
Responsibilities
- Own and grow the partner business across your territory, driving both net-new customer acquisition and expansion revenue through strategic partner relationships.
- Develop and execute a scalable partner-led go-to-market strategy that accelerates revenue growth and increases partner engagement.
- Collaborate closely with cross-functional Illumio teams and partner organizations to deliver consistent execution and long-term business success.
- Consistently exceed bookings targets across subscriptions, renewals, support offerings, and professional services.
- Recruit, onboard, enable, and manage strategic partners to maximize performance and drive mutual business outcomes.
- Build and maintain a healthy pipeline of partner-sourced and partner-influenced opportunities, ensuring predictable revenue growth.
- Lead joint business planning with partners, establishing clear performance objectives, growth strategies, and execution milestones.
- Act as the primary point of escalation for partner-related issues, proactively resolving conflicts and maintaining strong partner alignment.
- Provide market intelligence, competitive insights, and partner feedback to help shape channel strategy and investment priorities.
- Maintain accurate pipeline management, forecasting, and activity reporting within Salesforce (SFDC) to support business planning and decision-making.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
