Glynn Capital
Glynn Capital

Technical Alliance Sales Director



IT, Sales & Business Development
Chicago, IL, USA
Posted on Friday, February 9, 2024

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 Technical Alliance Sales Director you will be laser-focused on accelerating sales growth with Illumio’s most strategic partners leveraging all available paths to market.

You will be accountable for developing and supporting our joint business across the globe. This includes the development of a synergistic and cohesive go-to-market strategy with the assigned partners, as well as the creation and execution of business plans that support and amplify Sales initiatives. The successful creation and execution of this plan will require tight coordination across organizations, and will be reviewed by Illumio’s executive team.

The ideal candidate will be capable of coordinating and synchronizing efforts with all Field Sales and Marketing resources, and regularly work with cross-functional internal resources and peers to establish support for go-to-market programs and initiatives, including lead generation and campaigns that highlight the unique value proposition of our integrated solutions. The ideal candidate will also be responsible for the training and enablement of Sales and Marketing teams from both organizations, as well as Value Added Resellers, MSP/MSSP, and GSI partners on our integrated offerings.

The ideal candidate will have a proven track record of sales and partner management, and will be regarded as a trusted technical advisor to partners, and have a deep understanding of the reseller and system integrator ecosystems. In addition, they will have demonstrated the ability to think strategically and apply data-driven analytics to the joint business, our product set, and the technical challenges we are solving. This requires the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. We are looking for candidates that are creative, aggressive, and looking to expand and advance their careers with the leader in Zero Trust Segmentation.

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 opportunities for our joint solutions.

  • Be responsible for all aspects of go to market with the assigned partners - management, education and execution of demand creation programs across the globe.

  • Build and implement technical and sales engagement plans.

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

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

  • 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.

  • 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.

  • 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 Alliance and/or Channel Partners in multiple locations.

  • The ability to act as a trusted advisor to our Alliance Partners.

  • 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:

$ 150,000 USD - $ 180,000 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-AF1 #LI-REMOTE