Partner Account Director - Technology Alliances

ONWARDS TOGETHER!
Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters.
Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.
LOCATION: US, WEST COAST (REMOTE)
OUR TEAM'S VISION:
We are seeking a commercially driven Partner Manager to own and grow our sell through relationship with Check Point. This role will strengthen executive and field relationships, activate joint go-to-market plans, increase seller engagement, and deliver measurable revenue growth for Illumio solutions through Check Point.
The Partner Manager will serve as the central point of coordination between our sales, technical, marketing, operations, and leadership teams and Check Point’s channel and field organizations.
YOUR IMPACT:
• Own the overall Check Point reseller relationship, including partner-program requirements, business planning, governance, and performance reporting.
• Build and execute a joint annual and quarterly business plan 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.
YOUR TOOLKIT:
• 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.
SUCCESS MEASURES
• Revenue, gross margin, and renewal growth for Illumio through Check Point.
• Qualified pipeline creation, pipeline coverage, and opportunity conversion.
• Number and quality of joint account plans, seller engagements, and field activities.
• Growth in active Check Point sellers, technical enablement, certifications, and Illumio solution adoption.
• Effective use of deal registration, incentives, marketing funds, and partner resources.
• Strong partner satisfaction, executive alignment, and predictable operating cadence.
IDEAL PROFILE
The successful candidate is a trusted relationship builder and practical operator: equally comfortable in a sales strategy meeting, a vendor executive review, or a detailed pipeline discussion. They bring energy to the partnership, translate Illumio’s value into action for Check Point sellers, and consistently turn joint plans into measurable commercial results.
#LI-JW1 #LI-REMOTE
Our 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.

Employment type
FullTime

Work arrangement
Yes