Glynn Capital
Glynn Capital

Channel Account Director, Federal System Integrator



Sales & Business Development
New York, NY, USA
Posted on Wednesday, September 27, 2023

No Agency Submissions Accepted.

About the Team:

The Illumio Sales team is made up of passionate and motivated professionals. We hire people already at (or close to) the top of their game – who have a good reputation in the market and remain passionate to learn and grow. We work here because we see an opportunity to do something special, build something memorable and get well rewarded for our effort. We are looking for fellow team members who believe they have something to add, whose contribution has a positive impact on the people around them and who wants to stand out from the crowd. We have a no passengers policy – everyone who comes to work here must row hard to make the boat go faster.

Key Responsibilities:

As our Channel Account Director for Systems Integrators you will manage relationships within the North America to increase Illumio revenue with assigned partners by implementing effective training programs and providing qualified leads and campaigns built around Illumio solutions.

In this role, you will serve as the Channel Account Director for Systems Integrators, responsible for nurturing relationships within North America to drive Illumio's revenue growth through effective training programs, lead generation, and campaigns centered around Illumio solutions.

Everyday you will strive to exceed assigned booking quotas, foster a robust pipeline of Channel opportunities, and provide guidance on channel direction, objectives, and strategies.

To thrive in this role, you must possess a proven track record of sales and partner management, excel as a trusted technical advisor to partners, and have a deep understanding of the reseller and systems integrator ecosystems while thriving in a fast-paced and evolving environment.

What You Will Accomplish:

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

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

  • Be responsible for partner recruitment, management, education and execution of demand creation programs within North America.

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

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

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

  • Lead the technical discovery of segmentation requirements, crafting a technical message that is pertinent and compelling to each Partner, building trusted relationships with the key technical constituents and successfully winning over the key Technical sponsors.

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

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

  • Demonstrate the key capabilities of the Illumio ASP while highlighting the effective use-cases around adaptive segmentation.

  • Position Illumio product capabilities and strengths while laying out traps and pitfalls for competitors.

  • Tailor and deliver training to both a technical and business audience.

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

  • 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 market analysis and monitor competitive activity.

  • Complete SFDC reporting, as required.


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

  • A proven track record of results-oriented sales and Partner management, successfully engaging and working with multiple Channel Partners in multiple locations.

  • The ability to act as a trusted technical advisor to our Channel Partners, teaching them how to pair workloads, write rules using the native language policy and exercise the API.

  • 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.

  • A willingness to travel extensively.

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.

Pay Range:

$ 142,500 USD - $ 171,000 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.


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-LC1 #LI-REMOTE