Channel Sales Manager - West
Sunnyvale, California
3d ago

What We Are About :

Do you believe that art and craft of sales can be practiced as professionally as medicine or law? At Illumio we believe that sales is a noble profession and have set ourselves to the task of becoming great at what we do because the stakes are high.

Every day we interact with thought leaders from security, networking, and operations teams who want to learn how to segment their systems in a better way.

For our prospects, their reputation in the marketplace, and in many cases, their stock price is tied to how well they maintain the trust of their customers.

They work under constant vigilance from their auditors and regulators careers and reputations are always at stake.

Against this backdrop, we are the conduit for Illumio’s substantial expertise and experience in delivering the largest and most successful micro-

segmentation deployments in the world. Our partners need your best communication, organizational, Technical and inter-personal skills to connect them to the information, tools, and resources to assist them on their buyers’ journey.

You will face larger and more established competitors every day. But if you like to win to lead customers toward a bright future, and exceed their expectations, we will equip you with unique insights, tools, and systems that will help you reach new levels of professional accomplishment.

What You Will Accomplish :

The Channel Sales Manager wins, maintains and expands relationships with assigned channel partners and is responsible for achieving sales, profitability and partner recruitment objectives.

This position will manage relationships within an assigned territory to increase Illumio revenue with assigned partners by implementing effective training programs, qualified leads and campaigns built around Illumio solutions.

Key success metrics include, but are not limited to, quota achievement, recruitment of channel partners, growth of existing resellers, timely fulfillment of orders by resellers, percentage of partners that participate in programs and promotions and number of partners trained.

Achieve assigned sales quota and targets for profitable sales volume and strategic objectives in assigned partner accounts.

Sell through partner organizations to end users in coordination with partner sales resources.

Establish productive, professional relationships with key personnel in assigned partner accounts.

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

Be responsible for partner recruitment, management, education and execution of demand creation programs within the assigned territory.

Drive programs to ensure that partners and customers are well informed about upcoming events, campaigns, promotions and other items of importance to ensure a positive ongoing experience.

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

Proactively assess, clarify and validate partner needs on an ongoing basis.

Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.

Coordinate the involvement of company representatives, including support, service, and management resources, in order to meet partner performance objectives and expectations.

Closely coordinate company executive involvement with partner and end-user customer management, as appropriate.

Coordinate with internal teams to ensure proper engagement for partner readiness and enablement. · Work closely with Customer Support to ensure customer satisfaction and problem resolution.

  • Maintain high partner satisfaction ratings.
  • Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally and through strict adherence to channel rules of engagement.

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

    Ensure partner compliance with partner agreements.

    Play a key role in defining the vision, strategies and tactics around channel direction, including planning, designing and implementing strategic business objectives.

    Work collaboratively with other members of the channel team to set short and long-term channel strategies.

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

    Conduct market analysis and monitor competitive activity.

    Complete SFDC reporting, as required.

    What You Will Bring :

    Do you thrive on the thrill of the start-up environment? Are you an entrepreneurial self-starter who enjoys working in a fast-

    paced environment and completing multiple complex tasks simultaneously? Does working in the high growth, ever changing industry of cybersecurity interest you?

    If you answered yes to these questions, then Illumio is right for you!

    Who We Are

    Illumio, the leader in micro-segmentation, prevents the spread of breaches inside data center and cloud environments. Enterprises such as Morgan Stanley, BNP Paribas, Salesforce, and Oracle NetSuite use Illumio to reduce cyber risk and achieve regulatory compliance.

    The Illumio Adaptive Security Platform® uniquely protects critical information with real-time application dependency and vulnerability mapping coupled with micro-

    segmentation that works across any data center, public cloud, or hybrid cloud deployment on bare-metal, virtual machines, and containers.

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