Senior Account Executive

📋 Description

• • Serve as the front-line leader in Illumio’s field organization, identifying and creating new sales opportunities within targeted Fortune 250 accounts using a named accounts approach.
• • Develop and execute a detailed territory plan focused on landing and expanding within key enterprise accounts, engaging champions and sponsors to initiate and accelerate opportunities.
• • Lead virtual cross-functional teams comprising ADRs, partner account managers, customer success advisors, and extended field resources to close complex enterprise deals ranging from $500k to over $1M.
• • Build and nurture strategic relationships with resellers, system integrators, and ecosystem partners to co-sell Illumio’s breach containment platform and expand market reach.
• • Deliver highly tailored, teaching-style sales conversations that align with each prospect’s unique security posture, business risks, and operational challenges.
• • Accurately forecast sales pipeline and business objectives, ensuring alignment between client needs and Illumio’s growth targets across multiple regions.
• • Leverage a proven rolodex of C-suite contacts across all lines of business to initiate high-level engagements and drive enterprise-wide adoption of Zero Trust Segmentation.
• • Utilize urgency and multi-channel outreach strategies to capitalize on all potential sales avenues, including direct engagement and partner-mediated opportunities.
• • Maintain deep technical understanding of Illumio’s AI Security Graph and microsegmentation platform to confidently articulate value propositions to technical and non-technical stakeholders.
• • Operate with adaptability in a fast-paced, high-growth environment where priorities shift rapidly and success is measured by consistent overachievement of quotas year-over-year.
• • Collaborate with internal teams to refine messaging, refine target account lists, and align go-to-market strategies based on real-time market feedback and competitive dynamics.
• • Represent Illumio as a thought leader in cybersecurity by demonstrating expertise in ransomware containment, hybrid multi-cloud security, and Zero Trust architecture during executive-level discussions.
• • Ensure compliance with all sales processes, CRM hygiene standards, and forecasting protocols to provide accurate visibility into pipeline health and deal progression.
• • Champion Illumio’s mission to combat ransomware and breaches by translating complex technical capabilities into business outcomes that resonate with C-level executives and security teams.
• • Maintain a disciplined approach to prospecting, pipeline development, and opportunity management while balancing multiple enterprise deals at various stages of the sales cycle.
• • Stay informed on evolving threats, competitive landscape shifts, and industry regulations to position Illumio as the strategic partner of choice for enterprise cyber resilience.