Senior Major Account Executive, Infoblox
$120-140k
+ Commissions
Secure cloud-managed network services
Open for applications
Secure cloud-managed network services
1001+ employees
Open for applications
$120-140k
+ Commissions
1001+ employees
Company mission
To simplify complex distributed networking and security by delivering modern, cloud-first networking and security services.
Role
Who you are
- 10+ years of successful technology sales, preferably in a hunter role focused on new business acquisition
- References from C-levels in at least 3 accounts where you have successfully broken in with a portfolio of products
- Proven track record of:
- Demonstrated success in meeting and exceeding sales targets
- Opening Fortune 1000 (or like-size) accounts with 6-figure ACV deals
- Building C-level relationships
- Successfully disrupting incumbent technologies and challenging the status quo by successfully selling emerging technologies (i.e. technologies that are not part of an established market)
- Cultivating Partner ecosystems, including channel, hyperscaler, and tech alliances
- Selling a portfolio of products in multi-stakeholder customer engagements (Economic Buyer, CIO, CISO, Finance, Risk/SecOps, etc.)
- Value selling, including using advanced business value assessments (BVA) or ROI models
- Proficient with using CRM software and other sales tools (including by not limited to: Salesforce.com, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo / 6sense
- Excellent communication skills and highly self-motivated
- Bachelor’s degree
- You’re the ideal candidate if you have a hunter mindset, and a proven track record of identifying and securing new business opportunities, cultivating relationships with prospects, and consistently achieving sales targets. This role requires a proactive approach to sales, with a focus on generating new leads and converting them into customers
What the job involves
- We are looking for a dynamic and highly motivated Senior Major Account Executive in the New England Region to join our Enterprise Sales Team, reporting to the Director of Sales, Major Account Executives
- In this new role, your primary focus will be on acquiring new accounts, generating new leads, and converting them into long-term customers
- This includes owning and coordinating all aspects of the sales cycle and maintaining and expanding the customer base within the region
- Our most successful salespeople have an entrepreneurial spirit while acting ethically and transparently
- Territory and Account Planning: Collaborate with your local team to build a comprehensive territory and account plan
- New Business Development: Drive new business opportunities in networking, security, and cloud solutions
- Prospecting:
- Identify and pursue new and expansion opportunities through sales-specific actions, marketing, and channel efforts
- Engage in 8-10 new business customer interactions per week
- Initiate contact with prospects across multiple personas (networking, security, cloud) through cold calls, emails, and networking
- Develop and execute strategies to generate new business leads with a combination of marketing, channel, and personally-driven campaigns
- Utilize prospecting tools like ZoomInfo, LinkedIn Sales Navigator, and Highspot Digital Sales Rooms
- Deal Qualification: Conduct expert discovery and apply the MEDDPICC deal qualification framework
- Sales Recipes Adherence:
- Follow established sales recipes, including workshops and assessments
- Conduct one Security Workshop per month and seven Security Assessments per year
- Economic Buyer Engagement:
- Reach the economic buyer by leveraging business value assessments and business cases
- All new logos over 50K should have a BVA
- Partner Meetings:
- Hold at least 2 partner meetings per week with resellers, Hyperscalers, and tech alliances
- Leverage the Hyperscalers and transact at least 1 deal per quarter through a Hyperscaler marketplace
- Accurate Forecasting: Maintain forecasting accuracy within +/- 10%
- Account hand-off: Closed wins will be handed off to the Major Account Manager team after 30 day
- In the first six months, you will…
- You will have built at least $500K ACV in new business-qualified pipeline
- Closed your first opportunity
- Implemented a territory plan
- Maintaining an activity level of 8-10 customer meetings a week
- After the first year, you will…
- You will have built at least $2m ACV in new business qualified pipeline and closed at least $500K ACV in new business bookings
- Have a qualified 4x pipeline of business
- Have added 25% new logo accounts to your prospect list
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
7% employee growth in 12 months
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 HQ
Santa Clara, California, United States
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.
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