Partner Account Director

Illumio

1d•Remote

About The Position

Illumio is a leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, their 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 critical infrastructure. The company 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 translating integrations into pipeline and revenue, not merely managing relationships. The successful candidate 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.

Requirements

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

Nice To Haves

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

Responsibilities

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
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
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
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
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
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