Regional Sales Manager



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

Regional Sales Manager

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.

Every day, you will be highly active with end customers. This is a Field role. It requires us to build and leverage relationships to win the hearts and minds of 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! You will owe your territory and accounts, and be able to build a plan and stick to it.

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 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.

Key Responsibilities:

  • As a Regional Sales Manager you will serve as the front-line leader in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunities.

  • Selling into named accounts

  • You will create and execute a territory plan on your target accounts and approach to “landing and expanding," and you will prospect into these target accounts with the goal of engaging potential champions and sponsors to find and create an opportunity.

  • You will collaborate regularly with their assigned Business Development Representatives to engage new prospective customers.

  • You will form and lead a virtual team of Illumio people and partners in winning new opportunities and managing their accounts.

  • You will accurately forecast the business objectives of your clients and Illumio.

  • You will identify, engage and build relationships with resellers, system integrators and other partners with whom we can sell.


  • 10+ years of full cycle sales enterprise selling.

  • The ability to deliver compelling “teaching conversations” that are well tailored to each prospect’s situation.

  • The ability to take control of opportunities and propose next actions, to move them productively forward.

  • The ability to maintain a focus on validating the details of deals, to ensure they can be effectively executed.

  • Experience selling to the C-suite (all lines of business)

  • Experience selling subscription models and multi-year deals.

  • Strong understanding how land and expand works.

  • Experience selling security and cloud software.

  • Networking and Infrastructure background is a plus.

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-CS1 #LI-Remote