Partner Account Director, Technology Alliances

The future of cybersecurity will depend on youLearn how Illumio approaches AI with integrity — view our Transparency Statement.Senior Backend Software Engineer (Python (Golang a plus))Hybrid: 2 days in office/week in Sunnyvale, CAIn this role, you will focus on the Azure Firewall Management Program over the next year. You will work in conjunction with Illumio's Core product and our newest product, CloudSecure, to deliver on customer-facing products and initiatives.As a Senior Software Engineer, every day you will determine how we integrate firewall management security frameworks into our existing ecosystem using Go / Golang. You will be working in cloud environments, like AWS, and you will focus on the networking aspects of our tech stack.To thrive in this role, you will need Go / Golang coding experience, and cloud experience in Azure or AWS is ideal. You will need networking experience, especially security networking, and building and deploying APIs.About the teamOur Engineering team has established a culture based on thought leadership, independence, and responsibility. This powerful dynamic drives us forward as we work to make the digital world a safer place.Those who join us represent the leader in Zero Trust Segmentation and work on a technology stack that ranges from operating systems to distributed applications to UI and visualization. Together, we will continue to build world-class products—driven by people with different perspectives, backgrounds, and a commitment to innovation in a time when the world faces its greatest cybersecurity threats in history.Location TypeRemoteLocation: US, Remote East CoastOur Team's Vision:Illumio is seeking a high impact Partner Manager to drive revenue and go to market execution with Tier 1 strategic technology partners. This role is focused on turning integrations into pipeline and revenue, not simply managing relationships.You will own a portfolio of top tier technology alliances and be responsible for building and executing joint GTM plans that deliver measurable business outcomes.This is a quota carrying or quota influenced role with direct accountability for pipeline creation and revenue contribution.Your Impact:Develop and execute joint business plans (JBPs) with each strategic partnerDefine and align on:Target accounts and priority segmentsKey use cases and joint solutionsClear, compelling joint value propositionsTranslate integrations into sellable, field ready solutionsDrive pipeline through:Joint account planning with Illumio field salesCo sell motions, including cloud marketplace opportunitiesPartner led demand generation campaignsTrack and report on:Partner sourced pipelinePartner influenced revenueField Engagement & Enablement:Enable Illumio and partner sales teams with:Sales plays and talk tracksActivate partner field sellers, overlay teams, and specialistsSupport key deals through:Executive alignmentSolution Development & Packaging:Partner with Product and Marketing to:Package integrations into repeatable joint solutionsCreate solution briefs, demos, and reference architecturesEnsure solutions are aligned to:Core customer pain pointsIndustry specific use casesExecutive Relationship ManagementBuild and maintain strong relationships with partner stakeholders, including:Alliances teamsProduct and engineering teamsDrive alignment through:QBRs and executive reviewsJoint planning and strategy sessionsPerformance Management & ReportingEstablish and manage KPIs for each partner, including:Attach ratesRegularly inspect pipeline, identify blockers, and drive resolutionProvide forecast input tied to partner driven opportunitiesYour Toolkit:5–10+ years of experience in alliances, partnerships, or sales roles within cybersecurity or enterprise in SaaSProven track record of:Driving pipeline and revenue through strategic partnersExecuting effective co sell motions with Tier 1 technology partnersStrong understanding of Enterprise sales cycles and Partner ecosystemsBonus Points:Experience working with leading cybersecurity vendorsFamiliarity with Ecosystem Led Growth platforms and motions (e.g., Crossbeam)Experience using CRM / PRM tools such as Salesforce and ImpartnerOur Commitment:Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions creates a culture of belonging, drives our future, and makes us stronger together in support of our customers and their success.All official job offers from our company are extended directly by our recruitment team and will be sent through an official E-Signature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience.For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.J-18808-Ljbffr