Regional Vice President, Sales, Northern Europe

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.

Your 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:

• Responsible for growing revenues in Northern Europe, while managing all facets of the customer buying experience - including opportunity identification, revenue growth, risk management, project profitability, and customer satisfaction.
• Cultivate senior level relationships across your accounts and channel partners.
• Lead teams to generate new ARR through net new logo and existing customer expansion while ensuring the team is organized appropriately and executing at scale.
• Provides ongoing strategic guidance on customer segmentation, coverage models, sales methodologies, and processes.
• Effectively use and analyze data to recognize trends and anticipate challenges.
• Interact with and influence senior leaders/clients to ensure a very high level of customer satisfaction.
• Achieve our quarterly regional Net New Annual Contract Revenue (NNACV) sales goals.
• Implement a regional business plan that identifies booking goals, pipeline goals, target accounts, territory assignments and activity metrics (prospecting, meetings, POCs) and measure progress monthly.
• Work with marketing to create a demand generation plan to support pipeline development. Determine and enhance positioning and messaging based on prospect and customer feedback.
• Create a continuous learning environment for the team with regular (weekly, monthly, quarterly) training events that result in a competent, professional field team capable of tailoring and delivering a compelling teaching conversation and who takes control of the sales cycle.
• Coach and develop each field team member to a minimum level of capability within their first 30 days onboard — target the right people and accounts, deliver a compelling teaching pitch, qualify, recommend appropriate actions.
• Accurately forecast the region’s business each week.
• Establish yourself as a trusted resource with customers and prospects.
• Leverage relationships in our prospects.
• Be a competent sales practitioner — be able to lead an executive sales call and deliver a compelling challenger pitch.
• Develop an education oriented approach for continuous improvement in the field.
• Work actively in the field with the team — coaching and supporting their team by making calls with them on prospects, customers and partners.
• Focus on customer product acceptance (absorption) and work with field and support teams on customer success. Lead company through renewal process with customers at various stages of customer acceptance.
• Provide actionable market and customer feedback to the exec and product teams.
• Collaborate with the sales leaders in defining the go-to-market strategy and tactics.
• Spearhead and coordinate sales strategy and contract negotiation.

Your Toolkit:

• 10+ years successful leadership experience including field sales experience in the cybersecurity software/technology sector.
• Proven track record of consistently meeting/exceeding annual team quotas and leading above performance targets.
• Experience managing and closing NEW business within the Fortune 1000.
• Strong business acumen, including the ability to drive results from both a revenue and profitability perspective.
• Executive presence and C-suite savvy; exceptional interpersonal, written and presentation skills.
• Thrive in a fast-paced, high-growth, dynamic environment with minimal direction.
• Customer centric approach which includes a “hands on” philosophy style of leadership.
• Self-starter with strong forecasting, sales operations, and CRM based process orientation.
• Ability to travel up to 30%+.

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.