Develop and execute joint business plans (JBPs) with each strategic partner
Define and align on target accounts and priority segments
Develop key use cases and joint solutions
Create clear, compelling joint value propositions
Translate integrations into sellable, field ready solutions
Drive pipeline through joint account planning with Illumio field sales
Co-sell motions, including cloud marketplace opportunities
Conduct partner led demand generation campaigns
Track and report on partner sourced pipeline
Track and report on partner influenced revenue
Enable Illumio and partner sales teams with sales plays and talk tracks
Competitive positioning and use case driven messaging
Activate partner field sellers, overlay teams, and specialists
Support key deals through executive alignment and deal strategy
Partner with Product and Marketing to create solution briefs and reference architectures
Maintain strong relationships with partner stakeholders, driving alignment through QBRs and executive reviews
Establish and manage KPIs for each partner, including pipeline contribution and deal velocity

5–10+ years of experience in alliances, partnerships, or sales roles within cybersecurity or enterprise in SaaS
Proven track record of driving pipeline and revenue through strategic partners
Executing effective co sell motions with Tier 1 technology partners
Strong understanding of Enterprise sales cycles and Partner ecosystems
Experience working with leading cybersecurity vendors (Bonus)
Familiarity with Ecosystem Led Growth platforms and motions (e.g., Crossbeam) (Bonus)
Experience using CRM / PRM tools such as Salesforce and Impartner (Bonus)

Partner Account Director

Key skills