What are the responsibilities and job description for the Senior Major Account Executive position at Infoblox?
- 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.
- 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 sold 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
What success looks like:
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
We've got you covered:
Our holisticbenefitspackage includes coverage of your health, wealth, and wellness-as well as a great work environment, employee programs, and company culture.We offer a competitive salary and benefits package, including a 401k with company match and generous paid time off to help you balance your life. We have a strong culture and live ourvaluesevery day-we believe in transparency, curiosity, respect, and above all, having fun while delighting our customers.
Why Infoblox?
We've created a culture that embracesdiversity, equity, and inclusionand rewards innovation, curiosity, and creativity. We achieve remarkable results by working together in a supportiveenvironment that focuses on continuous learning and embraces change. So, whether you're a software engineer, marketing manager, customer care pro, or product specialist, you belong here,where you will have the opportunity to grow and develop your career.Check outwhat it's like to be a Bloxer.We think you'll be excited to join our team.
Salary : $500,000
