Partner Account Director

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.

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.

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

• 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

• 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

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.

#LI-JW1 #LI-REMOTE

All official job offers from our company are extended directly by our recruitment team and will be sent through an official E-Signature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience.

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.