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Business Development Director, Cloud Alliances

2 months ago

Seattle, United States Infoblox Full time
Business Development Director, Cloud Alliances

It's an exciting time to be at Infoblox. Named a Top 25 Cyber Security Company by The Software Report and one of Inc. magazine's Best Workplaces for 2020, Infoblox is the leader in cloud-first networking and security services. Our solutions empower organizations to take full advantage of the cloud to deliver network experiences that are inherently simple, scalable, and reliable for everyone. Infoblox customers are among the largest enterprises in the world and include 70% of the Fortune 500, and our success depends on bright, energetic, talented people who share a passion for building the next generation of networking technologies-and having fun along the way.

We are looking for a Business Development Director - Alliances to join our Ecosystems and Strategic Alliances team reporting to the VP of Corporate Strategy. In this role, you will lead the technology and strategic alliance for specific cloud providers (AWS, Azure, Google, Oracle Cloud etc.) by establishing and managing relationships that will significantly help increase Infoblox's market penetration. You will take a strategic view of partnership and the role they can play in accelerating the growth objectives of the company. This includes defining a partnership framework, taxonomy, and process, and driving business execution around partnerships and alliances. In addition, you will also own the end-to-end cloud marketplace strategy for the company.

You are the ideal candidate if you have a background managing existing relationships with key strategic alliance partners and forge new successful go-to-market partnerships. Your experience in mobilizing and monetizing cloud marketplaces will be a massive benefit.

What you'll do:

  • Work with leadership to define the user experience, vision, and strategy
  • Drive the formation of product-driven partnerships, as well as manage and monitor the alliance to ensure it meets its strategic and operational objectives
  • Manage the alliance including running quarterly business reviews, new marketplace listings, identifying areas of integrations, providing insights into joint GTM, etc.
  • Work closely with the Product teams to develop areas of embedded partnerships
  • Work closely with Sales teams to help develop joint sales plays
  • Create strategic rationale and business case for partnering
  • Work with Sales and channel partners to drive joint sales and marketing plays with alliance partners
  • Help develop an end-to-end marketplace strategy that will help drive leads and commerce

What you'll bring:

  • 20+ years of industry experience with 10+ years leading business development/alliance management in mid to large-sized organizations
  • Strong experience in managing product-driven alliances and embedded partnerships with cloud providers/hyperscalers
  • At least 2 years of experience in opening up cloud marketplaces as new routes to market.
  • Domain background in networking and security desired (e.g., SOAR, Firewall, SIG/SWG, TIP, NAC, Vulnerability Management, emerging segments)
  • Excellent interpersonal communication and presentation skills with the ability to engage at senior levels in partners organizations as well as senior leadership at Infoblox
  • Demonstrated ability to influence and lead cross-business unit and/or cross-functional teams to manage internal resources and manage outside professionals

What success looks like:

After six months, you will have...

  • Built internal working relationships with Infoblox Product Management, Marketing, Product Marketing and field teams
  • Developed a strategy and an annual business plan for your assigned alliances
  • Established deep partner contacts, specifically within partner product teams
  • Understood partner sales plays, partner programs that Infoblox can leverage to drive business
  • Developed a marketplace strategy for the company including listings, demand generation and private offer capabilities through cloud providers

After about a year, you will have...

  • Conducted quarterly business reviews with assigned partners
  • Tracked business development initiatives
  • Developed a 360-degree plan
  • Widened and deepened partner contacts
  • Executed on planned partner programs
  • Executed on planned marketplace strategy
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