[Hiring] Partner Account Director @Illumio

Role Description

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.

Your Impact

• 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

Your Toolkit

• 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

Bonus Points

• 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

Our Commitment

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.