Illumio

• You will work with industry leading customers in maintaining Illumio’s technology deployments • You will be responsible for logging and updating cases, informing customers of the case status and providing solution(s) as they become known, in a professional, timely manner, over the lifetime of the support request • Escalation Engineers need to understand customer systems and configurations. Analyze problems/defects and recommend solutions • Be able to work closely with external customers, other support engineers, Development, Sales and others as needed, to gain knowledge and provide solutions • Ability to set customer expectations appropriately and accurately • Provide technical product support to field engineers and technicians for complex problems on company products. May interact with customer and company personnel to isolate and fix product issues • Provide design, reliability and other technical feedback to R&D • Handle escalations to R&D as needed • Provides updates to technical product documentation as issues are identified and fixed • Create tests and diagnostic tools to identify and fix recurring issues as well as potential difficulties • Always interacts with customers directly via email, phone and remote analysis tools. Act as the primary communication contact dealing with customer issues • Requirement gathering for new product feature requests from the field • Populates content and updates to the company knowledge base for both internal and external users • Assists product and account teams when delivering and implementing and testing new product features for specific customers • Assists internal field teams whenever a pre-sales issue is reported through to engineering

• Own and grow the partner business within your territory, driving net-new and expansion revenue through assigned partners. • Align cross-functional Illumio teams and partner resources to execute effectively and sustain strong relationships. • Build a scalable partner-led sales motion that accelerates partner sales outcomes. • Consistently exceed booking targets across new subscriptions, renewals, support, and professional services. • Recruit, onboard, enable, and manage partners to ensure successful execution of Illumio programs. • Develop and maintain a strong pipeline of partner-sourced and partner-influenced opportunities. • Lead joint business planning with partners, including performance goals, financial targets, and execution milestones. • Serve as the primary escalation point for partner issues and channel conflict. • Provide market and competitive insights to inform channel strategy. • Maintain accurate forecasting, pipeline, and activity reporting in Salesforce (SFDC).

• Serve as the front-line leader in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunities • Create and execute a territory plan on your target accounts and approach to “landing and expanding," and prospect into these target accounts with the goal of engaging potential champions and sponsors to find and create an opportunity • Able to drive a regional sales plan that incorporates tight collaboration between ADRs, partner account managers, customer success advisors and extended field team resources • Accurately forecast the business objectives of your clients and Illumio • Identify, engage, and build relationships with resellers, system integrators and other partners

• Serve in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunities • Create and execute a territory plan on your target accounts and approach to “landing and expanding," and prospect into these target accounts with the goal of engaging potential champions and sponsors to find and create an opportunity • Able to drive a regional sales plan that incorporates tight collaboration between ADRs, partner account managers, customer success advisors and extended field team resources • Accurately forecast the business objectives of your clients and Illumio • Identify, engage, and build relationships with resellers, system integrators and other partners

• Design and implement Illumio’s product for basic customer installations, applying a complete understanding of product capabilities, deployment models, and best practices • Assess and resolve a wide range of customer issues related to deployment, configuration, and policy using advanced analytical and problem-solving techniques • Diagnose unusual or ambiguous situations, identify root causes, and develop creative, effective solutions—even when precedent or documentation is limited • Evaluate risk, implications, and trade-offs when selecting the appropriate course of action, exercising sound judgment and professional discretion • Identify gaps or improvement opportunities in customer deployment strategies and security policies and recommend appropriate adjustments • Proactively manage your own priorities, deadlines, and workload with minimal day-to-day instruction as a self-starter • Collaborate with senior team members to validate architectural approaches and optimize the application of product features for customer environments • Present new ideas, improvements, and lessons learned, contributing to continuous improvement within the Professional Services organization • Act as a trusted customer advocate by delivering solutions with a Customer First, Always mindset

• You will work with industry leading customers in maintaining Illumio’s technology deployments • You will be responsible for logging and updating cases, informing customers of the case status and providing solution(s) as they become known, in a professional, timely manner, over the lifetime of the support request • Escalation Engineers need to understand customer systems and configurations. Analyze problems/defects and recommend solutions • Be able to work closely with external customers, other support engineers, Development, Sales and others as needed, to gain knowledge and provide solutions • Ability to set customer expectations appropriately and accurately • Provide technical product support to field engineers and technicians for complex problems on company products. May interact with customer and company personnel to isolate and fix product issues • Provide design, reliability and other technical feedback to R&D • Handle escalations to R&D as needed • Provides updates to technical product documentation as issues are identified and fixed • Always interacts with customers directly via email, phone and remote analysis tools. Act as the primary communication contact dealing with customer issues • Populates content and updates to the company knowledge base for both internal and external users • Assists internal field teams whenever a pre-sales issue is reported through to engineering • Mentoring team members and provide Peer Learning and Cross-Training

Role Description 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. Our Team's Vision: - The Illumio Sales team consists of individuals who are already at the top of their game – and yet know there is always more to learn. - We are looking for fellow team members who believe that they will maximize their success by making a real impact in their customer’s business. Your Impact: - 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. Qualifications - 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. Our Commitment Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions creates a culture of belonging, drives our future, and makes us stronger together in support of our customers and their success. 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.

• Serve in the Illumio field organization, finding and creating new sales opportunities • Create and execute a territory plan for target accounts • Drive a regional sales plan with collaboration between teams • Accurately forecast business objectives for clients • Identify, engage, and build relationships with resellers and partners

• Serve as a front-line sales executive in the Illumio field organization • Find and create new sales opportunities within target accounts • Lead a virtual team of Illumio people and external partners • Create and execute a territory plan • Prospect into target accounts with the goal of engaging potential champions and sponsors • Collaborate with Business Development Representatives to engage new prospective customers • Form and lead a virtual team in winning new opportunities and managing accounts • Accurately forecast the business objectives of clients and Illumio • Identify, engage and build relationships with resellers, system integrators and other partners

• Design and implement Illumio’s product for basic customer installations, applying a complete understanding of product capabilities, deployment models, and best practices • Assess and resolve a wide range of customer issues related to deployment, configuration, and policy using advanced analytical and problem-solving techniques • Diagnose unusual or ambiguous situations, identify root causes, and develop creative, effective solutions—even when precedent or documentation is limited • Evaluate risk, implications, and trade-offs when selecting the appropriate course of action, exercising sound judgment and professional discretion • Identify gaps or improvement opportunities in customer deployment strategies and security policies and recommend appropriate adjustments • Proactively manage your own priorities, deadlines, and workload with minimal day-to-day instruction as a self-starter • Collaborate with senior team members to validate architectural approaches and optimize the application of product features for customer environments • Present new ideas, improvements, and lessons learned, contributing to continuous improvement within the Professional Services organization • Act as a trusted customer advocate by delivering solutions with a Customer First, Always mindset