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.

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.

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.