Location: US, RemoteOur 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 partner
Define and align on: - Target accounts and priority segments
- Key use cases and joint solutions
- Clear, compelling joint value propositions
Translate integrations into sellable, field ready solutions
Pipeline & Revenue Growth:- Drive pipeline through:
- Joint account planning with Illumio field sales
- Co sell motions, including cloud marketplace opportunities
- Partner led demand generation campaigns
Track and report on: - Partner sourced pipeline
- Partner influenced revenue
Field Engagement & Enablement:- Enable Illumio and partner sales teams with:
- Sales plays and talk tracks
- Competitive positioning
- Use case driven messaging
- Activate partner field sellers, overlay teams, and specialists
- Support key deals through:
- Executive alignment
- Deal strategy
- Partner engagement
Solution Development & Packaging:- Partner with Product and Marketing to:
- Package integrations into repeatable joint solutions
- Create solution briefs, demos, and reference architectures
- Ensure solutions are aligned to:
- Core customer pain points
- Industry specific use cases
Executive Relationship ManagementBuild and maintain strong relationships with partner stakeholders, including: - Sales leadership
- Alliances teams
- Product and engineering teams
- Drive alignment through:
- QBRs and executive reviews
- Joint planning and strategy sessions
Performance Management & ReportingEstablish and manage KPIs for each partner, including:- Pipeline contribution
- Deal velocity
- Attach rates
- Regularly inspect pipeline, identify blockers, and drive resolution
- Provide forecast input tied to partner driven opportunities
Your Toolkit:- 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
Bonus Points:• Experience working with leading cybersecurity vendors
• Familiarity with Ecosystem Led Growth platforms and motions (e.g., Crossbeam)
• Experience using CRM / PRM tools such as Salesforce and Impartner
Our Commitment: 
