About the role
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. Location: 4 on-site days a week in Sunnyvale, CA Headquarters. Our Team's Vision: At Illumio we believe that Deal Desk Strategist is critical to Sales success – the growth driver of every company. Our team and micro-segmentation cybersecurity business are growing quickly and we’re looking for high-energy driven people who are passionate about helping sales teams succeed. The Deal Desk Strategist is a critical partner to Sales, Finance, Legal, and Customer Success, ensuring that complex deals in the region are structured, priced, and executed with accuracy, speed, and compliance. This role combines analytical rigor, commercial strategy, and operational excellence to support Illumio’s high-growth motion across Enterprise, MSP, and Marketplace motions. The Deal Desk Strategist serves as the regional subject matter expert for quoting, pricing, discount governance, non-standard deal support, renewal strategy, and policy alignment. Your Impact: Partner with Sales leadership on deal strategy across New, Renewal, and Expansion motions. Provide guidance on pricing, packaging, multi-year structures, ramps, co-terms, payment terms, and competitive positioning. Drive consistency in how Illumio Products & Services, Marketplace transactions, are quoted and approved across the region. Support the creation and accuracy of quotes in Salesforce CPQ (and future CPQ replacement tools). Ensure all deals comply with revenue recognition, discount thresholds, legal terms, and operational policies. Support private offers across AWS/Azure ensuring correct entitlements, SKUs, and approvals. Enable Sales on new pricing frameworks, SKU migrations, CPQ changes, Marketplace workflows, and new product launches. Build regional playbooks for renewals, expansions, and Stage 6/entitlement validations. Partner closely with Legal, Finance, Product, and SalesOps to remove friction and accelerate deal velocity. Facilitate consistent communications to coverage sales region regarding policy updates, pricing changes, and approval processes. Monitor deal pipeline quality, data hygiene, and forecast accuracy for coverage region. Identify recurring friction points and collaborate with BizApps to enhance quote-to-cash systems. Provide insights on regional discount trends, renewal risks, margin impacts, and booking readiness. Your Toolkit: • 6+ years experience in Deal Desk, Sales Operations or similar roles in a SaaS environment. • Strong understanding of SaaS commercial models: subscription renewals, expansions, usage-based licensing, multi-year deals, ramps. • Deep hands-on experience with Salesforce, CPQ, Order Form generation, and order booking workflows. • Ability to analyze complex deal structures and provide clear guidance to Sales and leadership. • Exceptional communication skills and comfort working with distributed, cross-functional global teams. • Strong business judgment and familiarity with Finance, Legal, revenue recognition, and booking policies. • Comfortable operating independently with high ownership, as expected in Illumio style distributed teams. • Ability to thrive in a fast-paced, dynamic environment. • Organized and a self-starter. Bonus Points: • Experience with Marketplace transactions (AWS, Azure, GCP). • Familiarity with pricing frameworks, SKU simplification projects, and product bundling. • Experience supporting Enterprise customers in APJ, including region-specific commercial considerations. • Experience with CPQ transformation programs or custom quoting workflows, including tools such as Agentforce or custom UI-based solutions. #LI-JW1 #LI-ONSITE 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.
