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Illumio is seeking a commercially driven Partner Account Manager to own and grow the sell-through relationship with Check Point, a major technology partner. This role serves as the central point of coordination between Illumio's sales, technical, marketing, operations, and leadership teams and Check Point's channel and field organizations.
Key responsibilities include:
• Own the overall Check Point reseller relationship, including partner-program requirements, business planning, governance, and performance reporting.
• Build and execute joint annual and quarterly business plans focused on Illumio pipeline creation, bookings, margin growth, renewals, and strategic solution areas.
• Develop strong working relationships with Check Point leadership, account teams, specialists, channel and distribution teams, and internal stakeholders.
• Drive sales engagement by educating Check Point sellers on Illumio offerings, identifying target accounts, supporting account mapping, and coordinating joint customer opportunities.
• Establish a regular sales cadence, including pipeline reviews, opportunity strategy sessions, partner updates, and executive business reviews.
• Identify, recruit, and enable Check Point sales and technical champions to improve coverage and confidence in positioning Illumio solutions.
• Partner with marketing to plan and execute demand-generation activities, campaigns, events, webinars, and customer outreach.
• Track partnership performance, including Illumio pipeline, revenue, win rates, attach rates, renewal opportunities, certifications, marketing activity, and seller participation.
• Coordinate with sales operations and distribution partners to remove quoting, ordering, licensing, renewal, and deal-registration barriers.
• Ensure teams understand and maximize available Illumio and Check Point incentives, deal-registration benefits, MDF, and partner-program resources.
• Surface market feedback, customer needs, competitive intelligence, and growth opportunities to both organizations.
Illumio is the leader in ransomware and breach containment, powered by the Illumio AI Security Graph. The platform identifies and contains threats across hybrid multi-cloud environments and is recognized as a Leader in the Forrester Wave for Microsegmentation.
REQUIREMENTS:
• 5+ years of experience in channel, alliance, partner, sales, or business-development roles, preferably in cybersecurity or enterprise technology.
• Demonstrated success growing vendor partnerships, creating pipeline, and influencing sales teams without direct authority.
• Working knowledge of cybersecurity solutions, channel sales motions, reseller economics, and enterprise buying processes.
• Experience collaborating with vendor field teams, distributors, marketing, sales operations, and technical specialists.
• Strong business-planning, forecasting, presentation, and executive communication skills.
• Ability to use data to diagnose performance, prioritize investments, and communicate clear actions.
• Highly organized, proactive, and comfortable managing multiple stakeholders and competing priorities.
