Senior Cybersecurity Account Executive, Infoblox
Secure cloud-managed network services
Open for applications
Secure cloud-managed network services
1001+ employees
Open for applications
1001+ employees
Company mission
To simplify complex distributed networking and security by delivering modern, cloud-first networking and security services.
Role
Who you are
- You are the ideal candidate if you have a passion for emerging technologies, enjoy disrupting the status quo, and have elite prospecting skills
- You enjoy identifying, qualifying, and solving customer pain points, are an expert storyteller, and can translate technical needs into financial, business, and operational outcomes with C-Level executives, SEC Ops, and Sec Architects
- 5+ years of successful technology sales experience with a proven track record of attaining quota
- Excellent storytelling ability that motivates and inspires prospects to question, investigate, and challenge their status quo
- Trained and proven adoption of a solution selling methodology, such as Command of the Message / Sale, Challenger Sale, Solution Selling, etc
- Proven ability to form executive-level relationships while selling for an emerging technology supplier
- Experience with establishing credibility and awareness and selling emerging technology into accounts with deeply entrenched competitive supplier relationships
- Successful track record of unseating incumbent suppliers
- Effective and proven account research and prospecting process
- Ability to leverage partner network and in-band and out-of-band eco-system partners to research and gain access to key individuals at an account
- Proven process to identify and gain access to executives looking to disrupt their status quo
- Successful experience executing sales campaigns with hyperscalers, such as AWS or MSFT
- Cybersecurity selling background preferred but not required
What the job involves
- We are looking for a Senior Cybersecurity Account Executive based in France to support our Southern Europe region, reporting to the regional director of Security Sales
- In this role, you will focus on growing revenues for our region's security product line
- You will partner with the core sales team and your dedicated technical subject matter expert to drive four key Security Lead sales plays
- You will also collaborate and support the core representative in driving two key Networking Lead sales plays
- Participate in 8-12 customer sales calls a week with key personas, including CISO, GRC, SecOps, Security Architecture, Cloud Architect, and economic buyers
- Maintain >3x qualified pipeline
- Leverage MEDDPICC deal qualification framework
- Prepare and conduct discovery in every prospect/customer interaction to identify, indicate, and alleviate pain points
- Develop and document compelling and detailed Why Change, Why Infoblox, Why Now statements and iterate throughout the sales campaign to connect to customer pain points and Infoblox value statements
- Deliver ROI-based proposals for all sales opportunities that illustrate the Infoblox effect
- Grow revenue and new business through positioning and selling security solutions to expand Infoblox’s security footprint and reputation
- Distill complex technical problems in the security industry and articulate them to senior executives and decision-makers
- Partner with the security SME/regional directors to develop an execution plan and build pipelines
- Work with account executives/product specialists to align, prioritize, and define go-to-market strategies within the largest, most strategic, potential up-sell accounts
- Develop and ensure implementation of business plan and sales strategy
- After six months you will…
- Meet with all existing customers to identify and confirm why they bought our product and what value they have received
- Implement your operating cadence to ensure consistent interlock with core sellers and the regional sales director
- Conduct a first sales call with an economic buyer without assistance
- Build relationships with two to three Channel partners and one Hyperscaler, resulting in joint sales calls connected to the sales plays
- Be able to develop a compelling Why Change
- After about one year, you will…
- Build 1x qualified pipeline
- Inspect and approve Why Change across all Optys in the region
- Deliver >5 ROI-based proposals
Our take
Infoblox is widely recognized as a market leader in the security and networking space, particularly in DNS, DHCP and IP address management (DDI). About 70% of the Fortune 500 use Infoblox’s solutions, including Deloitte, GlaxoSmithKline, Nestle, PayPal, Pfizer, and Samsung.
The company has been around since 1999, but a 2016 acquisition by Vista Equity Partners helped bring new investment. Since then, Infoblox has invested heavily in developing next-gen, cloud native applications that the shift to hybrid and remote working has rendered incredibly valuable. It’s been able to open up offices in 21 countries and continuously expand its workforce.
After its latest round of funding led by Warburg Pincus, one of the most active growth investors in enterprise technology and cloud-based platforms, the company’s position as a market leader looks secure.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Apr 2005
$30m
SERIES E
Feb 2004
$21m
SERIES D
Total funding: $53m
Company benefits
- To keep you healthy and strong all year long, we offer medical, vision, and dental benefits for Bloxers and their families (depending on location). In addition, we also offer a total wellbeing solution sure to keep Bloxers feeling their best!
- We have rich time-off policies across the globe which allow all our Bloxers to rest up, recharge and take care of themselves and their loved ones. It’s all about keeping your work schedule and personal life in balance
- Free, confidential, professional assistance anywhere and anytime you need it. Our EAP is here to assist our global Bloxers (and their families) to resolve personal and/or work-related stresses as they arise
- Giving back to our global communities is just as important to us as receiving our benefits. We offer Bloxers 2 full workdays to volunteer in their local communities, and we also match donations to charities
- We have a platform dedicated to Bloxers showing Bloxers appreciation and kudos for outstanding performance and everyday excellence, with recognitions converting into currency for gifts and more
- Our dedicated team operates alongside a world-class education platform to ensure we’re offering all Bloxers the training to keep their hard and soft skills sharp. No matter what your position, we have the track for you!
Company values
- Collaboration
- No jerks
- Delight our customers
- Fun
- Absolute integrity
- Transparency
- Respect for others
Company HQ
Santa Clara, California, United States
Articles
Leadership
Jesper Andersen
(Independent Board Director)Prior to joining Infoblox in 2014, they worked as Senior Vice President for Network Management at Cisco Systems. Previously they held management roles at Oracle, PeopleSoft, and Pivotal Software.
Salary benchmarks
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Diversity, Equity & Inclusion at Infoblox
- Black Employee Resource Group
- Culture Club
- NeXtGen Employee Resource Group
- The Pride and Friends Employee Resource Group
- Veterans Employee Resource Group
- Women At Infoblox Network
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