Partner Account Manager - Technology Alliances

Location: US, West Coast (Remote)

Our Team's Vision:

We are seeking a commercially driven Partner Account Manager to own and grow our sell through relationship with Check Point. This role will strengthen executive and field relationships, activate joint go-to-market plans, increase seller engagement, and deliver measurable revenue growth for Illumio solutions through Check Point.

The Partner Account Manager will serve as the central point of coordination between our sales, technical, marketing, operations, and leadership teams and Check Point’s channel and field organizations.

Your Impact:

• Own the overall Check Point reseller relationship, including partner-program requirements, business planning, governance, and performance reporting.

• Build and execute a joint annual and quarterly business plan focused on Illumio pipeline creation, bookings, margin growth, renewals, and strategic solution areas.

• Develop strong working relationships with Check Point leadership, account teams, specialists, channel and distribution teams, and internal stakeholders.

• Drive sales engagement by educating Check Point sellers on Illumio offerings, identifying target accounts, supporting account mapping, and coordinating joint customer opportunities.

• Establish a regular sales cadence, including pipeline reviews, opportunity strategy sessions, partner updates, and executive business reviews.

• Identify, recruit, and enable Check Point sales and technical champions to improve coverage and confidence in positioning Illumio solutions.

• Partner with marketing to plan and execute demand-generation activities, campaigns, events, webinars, and customer outreach.

• Track partnership performance, including Illumio pipeline, revenue, win rates, attach rates, renewal opportunities, certifications, marketing activity, and seller participation.

• Coordinate with sales operations and distribution partners to remove quoting, ordering, licensing, renewal, and deal-registration barriers.

• Ensure teams understand and maximize available Illumio and Check Point incentives, deal-registration benefits, MDF, and partner-program resources.

• Surface market feedback, customer needs, competitive intelligence, and growth opportunities to both organizations.

Your Toolkit:

• 5+ years of experience in channel, alliance, partner, sales, or business-development roles, preferably in cybersecurity or enterprise technology.

• Demonstrated success growing vendor partnerships, creating pipeline, and influencing sales teams without direct authority.

• Working knowledge of cybersecurity solutions, channel sales motions, reseller economics, and enterprise buying processes.

• Experience collaborating with vendor field teams, distributors, marketing, sales operations, and technical specialists.

• Strong business-planning, forecasting, presentation, and executive communication skills.

• Ability to use data to diagnose performance, prioritize investments, and communicate clear actions.

• Highly organized, proactive, and comfortable managing multiple stakeholders and competing priorities.

Success Measures

• Revenue, gross margin, and renewal growth for Illumio through Check Point.

• Qualified pipeline creation, pipeline coverage, and opportunity conversion.

• Number and quality of joint account plans, seller engagements, and field activities.

• Growth in active Check Point sellers, technical enablement, certifications, and Illumio solution adoption.

• Effective use of deal registration, incentives, marketing funds, and partner resources.

• Strong partner satisfaction, executive alignment, and predictable operating cadence.

Ideal Profile

The successful candidate is a trusted relationship builder and practical operator: equally comfortable in a sales strategy meeting, a vendor executive review, or a detailed pipeline discussion. They bring energy to the partnership, translate Illumio’s value into action for Check Point sellers, and consistently turn joint plans into measurable commercial results.

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Our Commitment