Note: The job is a remote job and is open to candidates in USA. Infoblox is a leading provider of cloud-first networking and security solutions. They are seeking a Senior Major Account Executive to join their West New Logo Sales team, focusing on acquiring new accounts and generating leads to convert them into customers.
Responsibilities
- Collaborate with your local team to build a comprehensive territory and account plan
- Drive new business opportunities in networking, security, and cloud solutions
- Identify and pursue new 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
- Conduct expert discovery and apply the MEDDPICC deal qualification framework
- Follow established sales recipes, including workshops and assessments
- Conduct one Security Workshop per month and seven Security Assessments per year
- Reach the economic buyer by leveraging business value assessments and business cases
- All new logos over 50K should have a BVA
- 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
- Maintain forecasting accuracy within plus/minus 10%
- Closed wins will be handed off to the Major Account Manager team after 30 days
Skills
- Minimum 7 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
- Work remotely from home office in S. California, AZ, NM, NV, or UT; travel required up to 25%
- Bachelors degree
Benefits
- Comprehensive health coverage
- Generous PTO
- Flexible work options
- Learning opportunities
- Career-mobility programs
- Leadership workshops
- Sixteen paid volunteer hours each year
- Global employee resource groups
- “No Jerks” policy that keeps collaboration healthy
- Modern offices with EV charging
- Healthy snacks (and the occasional cupcake)
- Hackathons, game nights, and culture celebrations
- Charitable Giving Program supported by Company Match
- Pay transparency and reward performance
Company Overview
Infoblox develops network identity solutions enabling businesses to automate network control functions to reduce costs and boost security. It was founded in 1999, and is headquartered in Santa Clara, California, USA, with a workforce of 1001-5000 employees. Its website is http://www.infoblox.com.