Sr. Commercial Account Representative

📋 Description

• • Join Illumio, the undisputed leader in ransomware and breach containment, and redefine how organizations protect themselves from cyberattacks, ensuring operational resilience in an increasingly complex digital landscape. We are at the forefront of cybersecurity innovation, empowering businesses to stop threats before they escalate into disasters.
• • As a Sr. Commercial Account Representative, you will be instrumental in driving Illumio's commercial sales growth within the dynamic mid-market segment. This role is pivotal in building robust relationships with key clients and collaborating effectively with our valued partner ecosystem.
• • Your primary mission will be to exceed ambitious sales quotas, both quarterly and annually, for your assigned territory. This requires a proactive and strategic approach to identifying and engaging with target prospects.
• • You will be responsible for developing and meticulously executing a comprehensive territory plan. This plan will outline your target prospect list, define your regional sales strategy, and detail the tactical steps needed to achieve your revenue objectives.
• • A significant aspect of your role involves cultivating and nurturing a thriving ecosystem of partner sellers and Sales Engineers (SEs). Your ability to inspire enthusiasm for Illumio and foster active selling engagement with these partners will be crucial to your success.
• • Collaborate closely with our marketing and inside sales teams to generate a consistent pipeline of qualified opportunities. This cross-functional teamwork is essential for sustained sales momentum.
• • You will be expected to conduct compelling product demonstrations and insightful presentations tailored to the specific needs and technical environments of prospects and partners.
• • Beyond initial sales, you will lead ongoing account management efforts, ensuring exceptional customer satisfaction and identifying opportunities for upselling and cross-selling to drive additional revenue and deepen client relationships.
• • Act as a trusted advisor to your clients, demonstrating a deep understanding of their unique business challenges and strategic IT roadmaps. You will expertly align Illumio's cutting-edge solutions to address these needs and contribute to their overall business objectives.
• • We are seeking adaptable and driven individuals who possess a passion for cybersecurity and a proven track record of exceeding sales goals consistently. If you thrive in a high-performance environment and are eager to contribute to a company that is pioneering Zero Trust segmentation, this is the opportunity for you.
• • This role demands a proactive engagement style, capitalizing on all potential channels to effectively sell Illumio's transformative solutions. You will need to be adept at initiating and managing sales cycles with a sense of urgency and strategic focus.
• • You will leverage your expertise to deliver impactful “teaching conversations,” ensuring that your messaging is precisely tailored to each prospect’s unique situation and business context. This consultative approach builds credibility and drives value.
• • Your success will be measured by your ability to consistently exceed revenue goals and drive new customer acquisition within your territory, contributing directly to Illumio's market leadership.
• • Experience in selling with channel partners and effectively managing a network of partner sellers is highly valued, as collaboration is key to our go-to-market strategy.
• • A strong understanding of the cybersecurity market, including current threats, trends, and the principles of Zero Trust, is essential for effectively positioning Illumio's value proposition.
• • You will be adept at executive-level relationship management, building rapport and trust with key stakeholders across various business functions. Maintaining excellent CRM hygiene is critical for tracking progress and forecasting accurately.
• • This role requires you to operate effectively within a matrixed support organization, skillfully utilizing virtual specialists to provide comprehensive solutions to clients.
• • While based in London, a willingness to travel up to 20-50% is expected, depending on business needs, to engage with clients and partners across your territory.
• • A successful track record of selling to the C-suite, encompassing all lines of business, is a significant advantage, as is possessing a strong rolodex of contacts within the region.
• • Experience in a fast-paced, high-growth company environment is beneficial, demonstrating your ability to adapt quickly to evolving market dynamics and business priorities.
• • Illumio is committed to fostering an environment where diverse backgrounds, experiences, and viewpoints converge to drive our collective success. We champion inclusion and belonging, making us stronger together.