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Channel Account Director



Sales & Business Development
Sydney, NSW, Australia
Posted on Wednesday, January 10, 2024

No Agency Submissions Accepted.

Channel Sales Director, Sydney, Australia

What We Are About:

The Illumio Sales team consists of individuals who are already at the top of their game – and yet know there is always more to learn. We came here because we want to invest in our personal performance and growth, beyond but also including, our commission checks. We are looking for fellow team members who believe that they will maximize their success by making a real impact in their customer’s business.

Illumio protects one third of the US economy including over $1 trillion dollars of transactions at just one bank. We protect our customers’, and even our competitors’, sales pipelines on over 100k machines. We protect the personal and financial details of every US homeowner at Fannie Mae. When you order your coffee, think of Illumio, we protect one of the largest retailer’s production data centers. What we do protects millions of people and billions of transactions. When we sell, risk goes down for our customers–we are building trust in the infrastructure of the economy and reputations, stock prices, and the future of commerce takes a critical step forward.

What You Will Accomplish:

  • As our Channel Account Director Sydney you will be accountable for creating, developing and managing the channel business within the region to drive Illumio new business revenue with assigned partners. Our Channel Account Managers are passionate about growing, and nurturing existing channel relationships, while identifying and expanding new partner opportunities to help drive market presence. Our team thrives on successfully engaging, exciting and educating, partners in Illumio market leading technologies. Execute business planning, new business development, sales campaigns and marketing strategies to drive Illumio revenue growth.

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

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

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

  • Build and implement technical and sales readiness plans for the territory.

  • Play a key role in guiding tactics around channel direction, including planning and implementing territory business objectives.

  • 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.

  • Conduct channel market analysis and monitor competitive activity in territories.

  • Complete SFDC reporting, as required.

What You Will Bring:

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

  • A proven track record of results-oriented sales in partnership with the Channel

  • A strong history of successfully engaging and working with channel partners within security and networking.

  • Excellent knowledge and experience of working within reseller, systems integrator and consulting ecosystems.

  • The ability to thrive in a fast-paced, high-growth and rapidly changing environment.

  • Experience in delivering presentations, and enablement training.

  • A willingness to travel across region.

Who We Are

Illumio, the pioneer and market leader of Zero Trust Segmentation, stops breaches from becoming cyber disasters. Illumio Core® and Illumio Edge® automate policy enforcement to stop cyberattacks and ransomware from spreading across applications, containers, clouds, data centers, and endpoints. By combining intelligent visibility to detect threats with security enforcement achieved in minutes, Illumio enables the world’s leading organizations to strengthen their cyber resiliency and reduce risk. #LI-CS1 #LI-REMOTE