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Director Field and Channel Enablement



Sunnyvale, CA, USA
Posted on Saturday, August 12, 2023

No Agency Submissions Accepted.

In this role, you will lead the field enablement function at Illumio, collaborating closely with Field Sales and Channel teams. Your focus will be on crafting and implementing compelling content, trainings, and certifications to drive sales opportunities throughout the sales cycle. By working in conjunction with various teams, including product marketing and sales operations, you'll develop innovative sales packages, monitor the sales process, and transform insights into effective enablement strategies that yield measurable business outcomes

Every day, you will engage with Field Sales and Channel teams to develop and execute strategies that empower them to exceed revenue targets. You'll create persuasive content, design training programs, and provide the necessary tools to equip the teams for engaging with customers and prospects. Your role will involve continuous learning, creative problem-solving, and a hands-on approach to ensure market success.

To thrive in this role, you must possess a proactive mindset and the ability to collaborate seamlessly across departments. Your willingness to dive into challenges, find solutions, and think creatively will be essential. Success will come from your dedication to understanding market dynamics, identifying training needs, and translating them into impactful enablement initiatives that drive tangible results for the business.

About the Team:

The Marketing team creates and develops Illumio’s global brand, helps drive revenue, and enables the Sales team’s future success. We are building on our position as a Zero Trust Leader to help more organizations stop cyberattacks and ransomware from spreading into cyber disasters.

We are known in the industry for our category-building approach to solving customers’ problems and we achieve this by working together as a tight-knit team both within Marketing and across the company. Come join one of the most creative, innovative, and fun marketing teams. You will find new opportunities to do your best work and the freedom to set your own goals and define your path to success!

Key Responsibilities:

  • Define and execute on a comprehensive enablement roadmap that aligns to the needs of Illumio’s sellers and the company growth strategy

  • Manage and optimize a centralized CMS/LMS platform for resources, training, and certifications

  • Communicate value propositions to sales teams and develop sales materials and tools that support the selling process

  • Develop a deep understanding of the priorities, critical issues, skills gaps, opportunities, and objectives for success of the Field Sales and Channel teams

  • Build our enablement operating system that outlines and predicts the various business initiatives being executed each quarter to inform and align the Field Sales and Channel teams

  • Partner with Sales leadership to understand their team’s unique Enablement requirements and how to fulfill them

  • Provide insights and feedback to cross-functional teams on what is and is not working in the field and deliver strategic recommendations on optimizing performance

  • Define and report on sales productivity success metrics and keep cross-functional teams informed on Enablement success and opportunities

  • Accomplish the above by having a constant communication flow with internal groups, including Sales, Marketing, Sales Operations, and more

  • Manage, coach, and develop a team of enablement professionals, providing guidance, support, and professional development opportunities


  • 10+ years of experience in sales enablement, designing and delivering training and/or enablement projects for high functioning Field Sales teams

  • Proven success in roles requiring extensive interaction with sales and working cross-functionally in a fast-paced, highly dynamic environment

  • Experience developing messaging, positioning, and delivering sales/partner enablement activities. For security products is a plus.

  • Strong organizational, prioritization, project management and time management ability with a deadline focus

  • Emotional intelligence to navigate ambiguity, take initiative and work collaboratively to deliver insights, provide solutions to challenges and recommendations based on analysis

  • Excellent written and verbal communication skills

  • Pro-active and driven to solve problems and find innovative solutions

  • A profound sense of ownership and accountability is required

  • Strong acumen about new technologies and commercial acumen in the software industry

  • Strong business acumen and the ability to forge and maintain relationships.

  • Exceptional communication skills including the ability to influence, guide, and work with senior executives to achieve joint objectives

  • Experience of working in collaboration with a diverse range of business functions and customers to drive change and achieve delivery

  • Demonstrated problem solving ability and attention to detail to deliver high quality output

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:

$ 196,000.00 USD - $ 235,000.00 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.


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-CW1 #LI-HYBRID