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Partner Account Manager
2 months ago
Description
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 Partner Account Manager in the Mid Atlantic to join our Partner Sales team, reporting to the manager of Partner Sales - East. In this remote role, you will build a pipeline that translates into channel revenue with some of the industry's most respected and high-performing partners. In this high-energy position, you will be extremely results-driven-with the expectation to create and qualify partner-initiated opportunities. The ideal candidate will live in Washington, DC, Baltimore, Maryland or Herndon, Virginia greater metros. You're the ideal candidate if you're a seasoned channel professional who can lead the organization and partners through continual evolution, thrives on constant innovation, and is a change agent with a sense of mission. You alsobuildexcellent relationships,can influenceand alignexternal and internalstakeholders,andhaveastrongdrive to create and build upthe channel's contribution to the business. What you'll do:
- Build and champion channel development and revenue planconsistent with the overall revenue and growth targets for Infoblox's Mid Atlantic Region
- Ensure alignment of the strategy with the Sales teamsbyunderstandingtheir coverage models,strategies, andfocus intheareas oftargetaccounts, verticals, geography, and market coverage
- Ensure senior executive-level visibility and commitment to thecompany'srelationships
- Spearhead the jointcompanyandchannelvalue proposition withpartner peering-coordinating resources, including sales and cross-functional teams
- Coordinatetraining on newproducts,solutionssales,corporate direction, business processes, etc., leading to enhanced self-sufficiency and winning mindshare and cycles from competitive vendors
- Drive joint opportunity development activities withchannelpartnersthrough account mapping, marketing activities,coordination ofmarketing budget, andutilization ofInfobloxchannelmarketingprograms
- Manage deal registration,forecast,and pipeline withchannelpartnersandcoordinate partner engagement andsalesactivities
- Be keenly aware of thechannelpartners'strategy and be viewed and treated as a trusted and valued resource for them
- Create a sense of engagement and connectionatthe executive,regionalsales, and SE levels
- At least 10 years of technology vendor experience selling into the channels with experience in business development or driving revenue and opportunity. Networking and security experience highly preferred.
- SaaS and/ormanagedservices(MSP) sales experience is a plus
- Experience engagingpartnerswith the company, brand, and technology through education and bespoke programs and initiativesis a plus
- Ability to cultivate relationships internally, externally, and across teams, as well as the ability to align and bring stakeholders together to drive mutually beneficial outcomes
- A self - starter attitude and excellent know - how
- High energy level and the ability to thrive in a fast - paced, dynamic environment
- Bachelor'sdegree or equivalent
- Have a deeperunderstanding ofthe company'sproduct and security offerings
- Be aligned on commercial objectives and priorities with regional leadership and field sales teams
- Be cultivating effective relationships with keypartnersin the ecosystem
- Buildoutand cultivatethechannel funnel and ecosystem
- Leverage channel partners in managing deal registration, forecast, and pipeline
- Hit or overachieve your monthly targets
- Align thechannelstrategy with thesalesteam to expand the coverage of thetarget account
- Develop new logo opportunities and deliver on sales revenue commitments and profitability objectives
- Refine and tailor partner models and programs across key strategic verticals
- Lead and win mindshare and cycles from competitors
- Meet or exceed your annual targets
