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Channel Account Director



Sales & Business Development
Melbourne VIC, Australia
Posted on Wednesday, July 26, 2023

No Agency Submissions Accepted.

In this role, you will build engagement and following with a target set of Enterprise and Government customers so that we can sell higher, faster. We need to achieve access - and return access - to the right people inside customers who fit our ICP. This requires skill, tenacity and a desire to hunt.
Everyday you will be highly active with end Customers. This is a field role and it requires us to build and leverage relationships to win the hearts and minds of people in the customers we want to sell to. It takes relationships, but then high levels of skill to engage effectively. We want to cultivate champions among our prospects and within our customers!
To thrive in this role you must check your ego, roll your sleeves up, be prepared to learn new - or relearn old - skills and be ready to work hard. We don't measure or reward activity, we measure and reward outcomes and we place value on having highly active field professionals. There is the potential for Illumio to be the next big thing, but we have to accept we can either be misunderstood or that we're a well kept secret; each day we must commit to making progress. Be curious, be a voracious qualifier and work harder than 90% of the field sellers in the industry.

About the Team:

The Illumio Sales team is made up of passionate and motivated professionals. We hire people already at (or close to) the top of their game – who have a good reputation in the market and remain passionate to learn and grow. We work here because we see an opportunity to do something special, build something memorable and get well rewarded for our effort. We are looking for fellow team members who believe they have something to add, whose contribution has a positive impact on the people around them and who wants to stand out from the crowd. We have a no passengers policy – everyone who comes to work here must row hard to make the boat go faster.

Key Responsibilities:

  • Exceed assigned booking quota - bookings include new license subscriptions, support, subscription renewals and professional services from new and existing accounts.

  • Build a healthy pipeline of new and expansion channel opportunities.

  • Responsibility for partner recruitment, on-boarding, management, education and execution of Illumio programs within territory.

  • Development of business plans with key partners. Manage activity to the plans.

  • Evaluate and manage new strategic business opportunities, initiatives, partnerships and/or alliances.

  • Proactively lead the joint partner planning process that develops mutual performance objectives, financial targets and critical milestones associated with a productive partner relationship.

  • Drive programs to ensure that partners and customers are well informed about upcoming events, campaigns, promotions and communications.

  • Proactively assess, clarify and validate partner needs on an ongoing basis to maintain high partner satisfaction ratings.

  • Serve as the first line of escalation for handling channel conflict and dealing with related business issues.


  • The drive and motivation to exceed your assigned booking quota (new, renewal, expansion, services)

  • The ability to deliver compelling “teaching conversations” that are well tailored to your audience and the situation.

  • The ability to work with our partners on deals, to help take control of opportunities and propose next actions, in order to move them productively forward.

  • The discipline and focus to validate the details of deals, to ensure we’re a strong fit and they can be effectively executed.

  • 5-7 years vendor channel sales experience.

  • Security, Networking and Infrastructure background is a plus

  • Previous experience scaling a start-up is preferred, but not essential.

  • A track record of results-oriented sales and Partner management.

  • Evidence of successfully engaging and working with channel partners within security and networking

  • The character and personality to operate and thrive in a fast-paced, high-growth and rapidly changing environment

About Illumio:

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.

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.


At Illumio we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, Dental, Vision Coverage – Health and Dependent Savings Accounts – Life and Disability Programs – Paid Parental Leave – Voluntary Benefit Programs – Company Sponsored Wellness Program – Wellness Reimbursement Program - Retirement Savings – Equity Opportunities – Paid time off and Paid Holidays – Employee Incentive Program.#LI-CW1 #LI-REMOTE