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Global Systems Integrators Sales Director

Global System Integrators (GSI) play a crucial role in Illumio’s growth plans in the coming 3-years.

In this role you will be reporting to the VP of Global Channels. The GSI Sales Director will be responsible for helping partners to thrive and grow their business(es) leveraging Illumio’s portfolio of Security products. The ideal candidate has a strong sales background and has been successful as a direct sales rep and/or in a channel leadership position. 

Everyday you will be technically inclined and naturally curious to learn about Illumio’s portfolio. 

To thrive in this role you must understand deal structure, deal flow and how to write business plans and are comfortable with holding people accountable.  You have worked in, understand, and can operate in a Matrix Organization.  Your background comes from, and/or have made the choice to work within, the GSI LOB to help your previous employer(s) create and maintain a run rate stream of revenue that is both profitable and, more importantly, predictable. You view your role as the GSI Sales Director as a Statesman/Stateswoman; you  must be able to align cross-functional resources within Illumio as well as manage the same within the GSI Partner(s) they support while not burning bridges in the process.

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. 

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.

Key Responsibilities:

• Build Illumio’s global GSI GTM strategy that will be responsible for driving at least 20% of Illumio’s WW bookings via GSI-sourced opportunities

• Establish GSI business plans with tangible KPIs focused on driving revenue and technical enablement

• Work closely with Marketing, Sales Engineering and Product Management to deliver on objectives and provide a voice of the partner to overall business at Illumio

• Lead quarterly business reviews between GSI partners and Illumio executive leadership

• Comfortable with holding our GSI Partners accountable to meet our EOQ and EOY booking targets and timelines

Experience:

• 7+ years of GSI Sales experience within the security space

• Excellent communication and presentation skills

• Coming from Deloitte, Accenture, KPMG, and/or the like, or having a proven track record of working with the aforementioned, onboarding, enabling and creating GSI-sourced pipeline

  • Must be able to validate relationship(s) with Deloitte, Accenture, KPMG, et. al., etc.

• Ability to work within a matrixed environment

• Must be able to demonstrate a track record of success:

  • Incremental / GSI-sourced business

  • Net-New Logo Acquisition

  • Exceeding quota

• Comfortable in fast-paced and high-pressure environments with ambitious achievement goals

• Excellent communication and presentation skills

• Autonomous, disciplined, hands-on, get-it done mentality

• Ability to travel - sometimes internationally - up to 40% of the time

• Intellectual Curiosity and Creative Thinking

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. #LI-CW1 #LI-REMOTE

Pay Range:

Base Salary: $134,000 USD - $155,000 USD

The pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, location, experience, knowledge, skills, abilities, as well as internal equity, alignment with market data, or applicable laws.

Benefits:

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.