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Enterprise Sales Leader

2 months ago

Seattle, Washington, United States Infoblox Full time
Senior Major Account Executive

We are seeking a highly skilled Senior Major Account Executive to join our Enterprise Sales Team in the Pacific Region. As a key member of our team, you will be responsible for acquiring new accounts, generating new leads, and converting them into long-term customers for Infoblox, a leader in cloud-first networking and security services.

Key Responsibilities:
  • Cold Calling and Outreach:
    • Initiate contact with prospects through targeted outreach campaigns, leveraging your expertise in cloud-first networking and security services.
    • Develop and execute strategies to generate new business leads, utilizing your knowledge of the Pacific Region market.
  • Lead & Opportunity Generation:
    • Perform discovery during all stages of the sales process, identifying key decision-makers and influencers.
    • Identify, indicate, and implicate pain across multiple personas and levels of the organization through question-based selling.
    • Conduct 8-10 customer meetings per week, building strong relationships with prospects and customers.
  • Relationship Building:
    • Build and maintain relationships with prospects to understand their needs and present appropriate solutions.
    • Develop and influence C-level contacts at key accounts, leveraging your expertise in cloud-first networking and security services.
    • Cultivate close working relationships with sales engineering and marketing counterparts to drive your Go To Market plan.
  • Sales Presentations:
    • Deliver compelling sales presentations and product demonstrations, articulating the value proposition of Infoblox's cloud-first networking and security services.
    • Utilize your knowledge of the Pacific Region market to tailor your sales approach to each prospect and customer.
  • Pipeline Management and Opportunity Qualification:
    • Manage sales pipeline to ensure a consistent flow of new business opportunities, utilizing your expertise in cloud-first networking and security services.
    • Utilize MEDDPICC sales methodology with demonstrable evidence of methodology, go-live plans, and business cases.
  • Sales Target Achievement:
    • Set a territory plan with measurable objectives to build a pipeline and drive sales growth, leveraging your knowledge of the Pacific Region market.
    • Meet or exceed monthly and quarterly sales targets, delivering results-driven performance.
Requirements:
  • 10+ years of successful technology sales experience with experience in a hunter role focused on new business acquisition.
  • Proven track record of managing 20+ Global 1000 (or like-size) prospect accounts, breaking in with 6-figure ACV deals.
  • 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.
  • Experience selling and opening accounts at the executive level.
  • Track record of disrupting incumbent technologies and challenging the status quo by introducing emerging technologies.
  • Proficient with using CRM software and other sales tools.
  • Excellent communication skills and highly self-motivated.
  • Bachelor's degree.
What Success Looks Like:
  • In the first six months, you will have built at least $500K ACV in new business-qualified pipeline, closed your first opportunity, implemented a territory plan, and maintained an activity level of 8-10 customer meetings a week.
  • After the first year, 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, and have added 25% new logo accounts to your prospect list.
What We Offer:
  • A competitive salary and benefits package, including a 401k with company match and generous paid time off.
  • A strong culture that embraces diversity, equity, and inclusion and rewards innovation, curiosity, and creativity.
  • A supportive environment that focuses on continuous learning and embraces change.