Director, Sales, SLED

Location:  100% remote United StatesOnwards 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. 

Our Team's Vision

In this role, you will serve as a dynamic leader in Illumio's SLED sales organization, responsible for identifying and cultivating new sales opportunities within our target accounts.  Every day you will lead a dedicated virtual team, consisting of both Illumio personnel and external partners, to successfully capture these opportunities and effectively manage client accounts. To thrive in this role, you must possess a minimum of 10 years of full-cycle enterprise sales experience in the SLED industry, demonstrate exceptional leadership and communication skills, and exhibit a strategic mindset to drive growth and navigate complex sales cycles in this unique market.

Your Impact:

• Identifying and creating new sales opportunities within our target accounts.

• Leading a virtual team consisting of Illumio personnel and external partners to win these opportunities.

• Developing and executing a territory plan for target accounts, emphasizing a "landing and expanding" strategy.

• Actively prospecting into target accounts with the goal of engaging potential champions and sponsors to create opportunities.

• Regularly collaborating with assigned Account Development Representatives (ADRs) to engage new prospective customers.

• Forming and leading a virtual team to win new opportunities and effectively manage client accounts.

• Accurately forecasting business objectives for clients and Illumio.

• Identifying, engaging, and building relationships with resellers, system integrators, and other partners.

• Establishing strong business relationships at the executive level, demonstrating advanced solution selling capabilities, and conducting persuasive sales presentations.

• Striving to penetrate net new accounts and expand our presence with existing customers by introducing them to our security portfolio.

• Partnering with the channel organization to secure new market share in the security sector.

• Collaborating with our Sales/Systems Engineering team to prepare account strategies, plans, and deliver outstanding product demos and proof of concept programs to prospects and customers.

Your Toolkit:   

• Bachelor's degree in Business, Sales, or related field.

• Minimum of 10 years of full-cycle enterprise sales experience in the SLED (State, Local Government, and Education) industry.

• Proven track record of consistently meeting and exceeding sales goals in the SLED sector.

• Strong understanding of the unique challenges and dynamics of the SLED market.

• Exceptional leadership skills with the ability to lead virtual teams.

• Strong communication and presentation abilities, including executive-level engagement.

• Strategic thinker with excellent forecasting and planning capabilities.

• Proficiency in solution selling and managing complex sales cycles.

• Established network and relationships within the SLED sector is a significant advantage

• The ability to take control of opportunities and propose next actions, to move them productively forward.

• The ability to maintain a focus on validating the details of deals, to ensure they can be effectively executed.

• Experience selling to the C-suite (all lines of business)

• Experience selling subscription models and multi-year deals.

• Strong understanding how land and expand works.

• Experience selling security and cloud software.

• Networking and Infrastructure background is a plus.

• Willingness to travel as required.

$ 154,000 USD to $ 185,000 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 responsibilities of the job, education, location, experience, knowledge, skills, abilities, and 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

Our Commitment: 

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.