Senior Major Account Executive

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 93 of the Fortune 100. 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 dynamic and highly motivated Senior Major Account Executive in the Great Plains Region to join our Enterprise Sales Team, reporting to the Director of Sales, Major Account Executives. In this new role, your primary focus will be on acquiring new accounts, generating new leads, and converting them into long-term customers. This includes owning and coordinating all aspects of the sales cycle and maintaining and expanding the customer base within the region. Our most successful salespeople have an entrepreneurial spirit while acting ethically and transparently.   

You’re the ideal candidate if you have a proven track record of identifying and securing new business opportunities, cultivating relationships with prospects, and consistently achieving sales targets. This role requires a proactive approach to sales, with a focus on generating new leads and converting them into long-term customers.    

• 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   

•  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   

•  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