Director of Regional Sales, Infoblox
Major Account Executives
Salary not provided
Expert level
London
More information about location
Secure cloud-managed network services
Open for applications
Secure cloud-managed network services
1001+ employees
B2BEnterpriseNetworkingSaaSCyber SecurityCloud Computing
Open for applications
Salary not provided
Expert level
London
More information about location
1001+ employees
B2BEnterpriseNetworkingSaaSCyber SecurityCloud Computing
Company mission
To simplify complex distributed networking and security by delivering modern, cloud-first networking and security services.
Role
Who you are
- You should be well-versed in positioning business value, selling software solutions to enterprise companies, and managing complex sales cycles
- This is an exceptional opportunity to join a strong, growing, successful, and innovative organization. Infoblox allows you to thrive in a unique work environment where the emphasis is on career growth, excellence, innovation, and collaboration
- You’re the ideal candidate if you are an experienced and driven sales executive who has a strong passion for mentoring people and driving an integrated sales strategy by creating alignment among sales, inside sales, marketing, and channel teams while overachieving revenue goals
- 10+ years of experience developing and leading successful sales teams and individual contributors, both direct and through channel partners
- Experience in sales, channel sales, and sales management within an IT security company is mandatory; Experience leading new logo acquisition teams is also mandatory
- Ideally from a company where you have had to challenge the status quo and/or unseat entrenched incumbents
- Demonstrable proof of cracking into large enterprise accounts with previous vendors
- Inspirational and passionate people leader with the ability to draw on personal experience and get directly involved in the process/cycle to support and manage the team in closing complex sales
- Strong market knowledge in the tech industry and in selling complex solutions, in multi-product portfolios, to sophisticated, enterprise clients across multiple personas
- Experience with value frameworks and value drivers, demonstrating how differentiated technology can deliver positive business outcomes for clients
- Process orientation with experience drafting and communicating sales plans that effectively drive business and motivate sales teams
- Experience developing and implementing data-driven territory and account plans. Experience analyzing the market and developing a go-to-market strategy to grow penetration within the region
- Partnering DNA with demonstrable evidence of channel and hyperscaler relationships
- A high degree of motivation, creativity, and initiative
- Bachelor’s degree or equivalent experience
What the job involves
- We are looking for a Director, Regional Sales to lead our Major Account Executives (new logo acquisition) sales team, reporting to the senior vice president of the EMEA sales organization
- In this role, you will be responsible for growing revenues and coaching and mentoring the EMEA region sales team
- Meet or exceed revenue targets by providing strategic direction and day-to-day management of the Major Accounts - New Logo Acquisition sales organization
- Provide front-line leadership to execute on our corporate strategy in the field
- Build a strategy to capture the largest new logo account targets in EMEA
- Drive a cadence across the team, setting expectations for activities including but not limited to:
- Pipeline reviews
- Forecast
- MEDDPICC, deal reviews, and value selling (BVA / Business cases)
- Enablement
- Cross-functional collaboration (channel, field marketing, BDR, professional services, support, and more)
- Campaigns, events, and available tools
- Recruit, hire, onboard, enable, coach and performance manage A-level sales talent
- Maintain a pipeline or “bench” of candidates and interviews against the WHO Hiring process
- Actively participate in onboarding to decrease time to productivity of new hires
- Instill and foster a “partnering DNA” to derive maximum leverage from resellers, distributors, hyperscalers, technical alliances, and others within the regional ecosystem
- Make data-driven decisions in planning across all facets of the business (territory planning, accounts, compensation, etc.), and in forecasting driving for +/- 5% accuracy
- Facilitate account hand-off after 30 days, ensuring a positive customer experience from the new logo team into account management
- Serve as a local steward for Infoblox’s corporate mission and culture
- After three months, you will have:
- Assessed the strengths and weaknesses on the team, taking action to highlight the strengths and address the weaknesses (via coaching, top-grading, or both)
- Learned our value proposition, key value drivers, use cases and recipes that the teams should be following; beginning to assess whether the teams are – or are not – following those recipes (and why / why not)
- Build a SWOT for your region
- Established your cadence with the team
- Met as many customers and partners as possible; shadowing at least 10 prospect/customer calls per week across the region
- After six months, you will have:
- Made improvements to the team
- Firmly established your cadence
- Built plans to capitalize on the strengths/opportunities in the SWOT, and address weaknesses / mitigate threats
Salary benchmarks
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
Top investors
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.
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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