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In this role, you will develop and nurture relationships with customers across the region, presenting Illumio's solutions through live presentations, webinars, and trade shows.
You will support deal progression and proof-of-concept efforts through meetings and delivering powerful demos tailored to customer pain points.
To thrive in this role, you must have extensive customer-facing experience, excellent communication skills, and the ability to understand customers' technical and business objectives while mapping Illumio's technology to address their needs.
About the Team:
Do you thrive on finding solutions to customers’ technical challenges? Do you have a maniacal customer focus and truly seek to help them achieve positive business outcomes? Do you see yourself as a crimefighter or cyberwarrior, allied with your customers to protect against serious criminals and nation state actors? Have you oriented your career around cloud ops and cloud-native applications? Do you like getting handsomely rewarded for your knowledge and efforts?
This is an opportunity to bring your talent to a company that places importance on all those things. Our customers have acute needs, and it’s on us to lead them to solutions that solve those needs. Further, protecting cloud-native environments in the unique way that only Illumio can represents the biggest opportunity in the company’s history.
As a Sr. Sales Engineer in the west, you will develop and nurture relationships with customers across the region, presenting Illumio's solutions through live presentations, webinars, and trade shows. You will help to create mutually valuable deals by enlisting discovery skills and tailoring technology proofing activities such as demos and POVs throughout the sales cycle. Your performance will be measured against revenue expectations, customer adoption, and your ability to maintain proficiency in cybersecurity domains, Illumio’s products, and salesmanship. You will be surrounded and uplifted by other such professionals in a fun and rewarding culture of “Illumineers” that seek to win.
Illumio protects one third of the US economy including over a trillion dollars in transactions at just a single bank. We protect our customers’, and even our competitors’ sales pipelines on over 100k machines serving a CRM service. We protect the personal and financial details of every US homeowner at Fannie Mae. The next time you order a cup of coffee, think of how Illumio protects the production data centers of one of the largest retailers. What we do protects millions of people and billions of transactions. When we sell, risk goes down for our customers – we are building trust in the critical infrastructure of the economy by which reputations, stock prices, and the future of commerce are based.
Key Responsibilities:
Develop and nurture both technical and executive relationships across the territory to influence preference for Illumio’s solutions
Effectively present solutions via live presentations and remote webinars and assist with trade shows, expos, and symposiums
Uncover the customer’s desired business outcomes and orient all activities in the sales process to these outcomes
Deliver powerful demos driven by use cases and customer stories
Support deal progression and POVs as needed via in-person or remote meetings
Author blog posts, white papers and other thought leading pieces on behalf of Illumio for the security industry
Assist partners in their enablement pursuits and on deals to maximize mutual benefit
Advocate for customers on future feature development and support
Experience:
10+ years of industry experience with at least 5 years in a pre-sales capacity handling enterprise accounts
Expert knowledge in one or more of the following areas: cloud migration strategies, services offered by the major Cloud Service Providers (CSPs), cloud native development, containers and orchestration, and Infrastructure as Code
Understanding of the software development lifecycle (SDLC) and tooling, especially for cloud native applications
Development or scripting experience preferred. Knowledge of how to use APIs and methods a plus.
Industry certifications preferred (e.g. CISSP, CCSP, CCIE, AWS Certified Security Specialty Certification, Microsoft Certified Azure Security Engineer Associate, Certified Kubernetes Security Specialist, etc.)
Knowledge of risk-based security assessments and frameworks
Experience administering Windows and Linux
Outstanding presentation skills to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos
Ability to connect a customer’s specific business problems to Illumio’s solutions
University degree in computer science, engineering, mathematics or related fields, or equivalent experience preferred
About Illumio:
Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.
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.
Pay Range:
Base Salary $148,000 USD - $178,500 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 (but are not limited to) responsibilities of the job, education, location, experience, knowledge, skills, abilities, as well as internal equity, alignment with market data, or applicable laws.
Benefits:
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-CS1 #LI-Remote