Sr. Manager, Sales Engineering

Onwards 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:

Our Sales team is comprised of high-performing, motivated individuals driven by a relentless pursuit of growth and excellence. We understand that true success is measured by the meaningful impact we make on our customers' businesses. That’s why we invest deeply in both personal and professional development to ensure our team members have the tools and opportunities they need to excel.

By joining our agile Sales team, you will collaborate with industry-leading professionals who are passionate about pioneering Zero Trust Segmentation.

Your Impact:

• The Sr. Manager, Sales Engineering position is a critical position at Illumio. You will be owning the technical pre-sales execution for the Japan region to ensure that customers receive a high level of technical support from the team’s pre-sales systems engineers.

• Work closely with the Director of Systems Engineering, APAC and Regional Vice President of Sales, Japan to align technical execution with territory revenue goals.

• Pre-sales engineer responsibilities include product positioning, education, objection handling, competitive threats, and ensuring customers have a fantastic evaluation experience. These responsibilities directly roll up to this position. One of your many responsibilities is to ensure that your team has the latest product details, use cases, demo assets, messaging and other assets to be successful.

• This role is required to get hands-on and serve as a technical pre-sales resource with prospects as needed by the team if no other systems engineers are available.

• Coaching, guidance, conflict management and other resource management skills are key.

• Develop and nurture executive relationships with key technical influencers in the region for Illumio’s solutions.

• Effectively present solutions via live presentations and remote webinars.

• Provide powerful demos driven by use cases, customer stories and customer pain points.

• Support technical training and development of the team.

• Adapt and support global pre-sales processes with the team to streamline pre-sales conversations, POCs and competitive landscape.

• Travel to support deal progression and POCs as needed.

• Take ownership of the technical enablement for the assigned partners/regions

• Promote group and team alignment with goals for the region, sales strategy, and partner/channel strategy.

• Retain systems engineers through enablement, support, candor and mentorship.

• Drive communication and team work in region.

• Promote customer advocacy, advisory boards and technical user groups.

• Represent team’s needs globally.

• Author blog, white paper and other thought leading pieces on behalf of Illumio for the security industry.

• Promote and support partner training, development, education and maturity with Illumio solutions.

Your Toolkit:

• 8+ years of customer-facing experience with at least 1-3 years in an SE Manager role handling teams of SEs and enterprise accounts.

• BA/BS degree or higher, or equivalent job-related experience

• Experience selling in both a direct and an indirect or channel-driven model; with the preference being large, direct enterprise engagements.

• Experience working alongside a team of professionals in sales campaigns that include sales executives, field SE’s, Inside Sales, Field Marketing, Services, etc.

• Experience working in a small company or a start-up, where flexibility, initiative, and ownership are keys to success.

• Excellent communication, presentation and interpersonal skills including the ability to interact, communicate and build relationships with CxO level personnel as well as technical staff

• A strong technical background in advanced networking and network security technologies such as firewalls, IDS/IPS, SDN technologies and Security/Trust Zones is highly desired.

• Knowledge of security threats, solutions, and security tools & technologies (IDS/IPS, SIEMs, Network, Incident Response, SOC workflows)

• Working knowledge of routing principles and networking architecture, protocols and services

• Exposure to cybersecurity frameworks such as MITRE, NIST, CIS, …

• Familiarity with Cloud platforms, including AWS, Azure or GCP.

• Familiarity with one of the following scripting languages (Power Shell, Ruby, Python, BASH, etc.) required.

• An understanding of DevOps (automation and orchestration) tools such as Chef, Puppet, or Ansible is a plus

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.

All official job offers from our company are extended directly by our recruitment team and will be sent through an official E-Signature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience.

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.