Director, Regional Sales - Major Account Executives
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 93 of the Fortune 100, 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 Director, Regional Sales to lead our Major Account Executives (new logo acquisition) sales team, reporting to the senior vice president of the EMEA sales organization. In this role, you will be responsible for growing revenues and coaching and mentoring the EMEA region sales team. You should be well-versed in positioning business value, selling software solutions to enterprise companies, and managing complex sales cycles. This is an exceptional opportunity to join a strong, growing, successful, and innovative organization. Infoblox allows you to thrive in a unique work environment where the emphasis is on career growth, excellence, innovation, and collaboration.
You’re the ideal candidate if you are an experienced and driven sales executive who has a strong passion for mentoring people and driving an integrated sales strategy by creating alignment among sales, inside sales, marketing, and channel teams while overachieving revenue goals.
What you’ll do:
- Meet or exceed revenue targets by providing strategic direction and day-to-day management of the Major Accounts - New Logo Acquisition sales organization
- Provide front-line leadership to execute on our corporate strategy in the field
- Build a strategy to capture the largest new logo account targets in EMEA
- Drive a cadence across the team, setting expectations for activities including but not limited to:
- Pipeline reviews
- Forecast
- MEDDPICC, deal reviews, and value selling (BVA / Business cases)
- Enablement
- Cross-functional collaboration (channel, field marketing, BDR, professional services, support, and more)
- Campaigns, events, and available tools
- Recruit, hire, onboard, enable, coach and performance manage A-level sales talent
- Maintain a pipeline or “bench” of candidates and interviews against the WHO Hiring process
- Actively participate in onboarding to decrease time to productivity of new hires
- Instill and foster a “partnering DNA” to derive maximum leverage from resellers, distributors, hyperscalers, technical alliances, and others within the regional ecosystem
- Make data-driven decisions in planning across all facets of the business (territory planning, accounts, compensation, etc.), and in forecasting driving for +/- 5% accuracy
- Facilitate account hand-off after 30 days, ensuring a positive customer experience from the new logo team into account management
- Serve as a local steward for Infoblox’s corporate mission and culture
- 10+ years of experience developing and leading successful sales teams and individual contributors, both direct and through channel partners
- Experience in sales, channel sales, and sales management within an IT security company is mandatory; Experience leading new logo acquisition teams is also mandatory
- Ideally from a company where you have had to challenge the status quo and/or unseat entrenched incumbents
- Demonstrable proof of cracking into large enterprise accounts with previous vendors
- Inspirational and passionate people leader with the ability to draw on personal experience and get directly involved in the process/cycle to support and manage the team in closing complex sales
- Strong market knowledge in the tech industry and in selling complex solutions, in multi-product portfolios, to sophisticated, enterprise clients across multiple personas
- Experience with value frameworks and value drivers, demonstrating how differentiated technology can deliver positive business outcomes for clients
- Process orientation with experience drafting and communicating sales plans that effectively drive business and motivate sales teams
- Experience developing and implementing data-driven territory and account plans. Experience analyzing the market and developing a go-to-market strategy to grow penetration within the region
- Partnering DNA with demonstrable evidence of channel and hyperscaler relationships
- A high degree of motivation, creativity, and initiative
- Bachelor’s degree or equivalent experience
- Assessed the strengths and weaknesses on the team, taking action to highlight the strengths and address the weaknesses (via coaching, top-grading, or both)
- Learned our value proposition, key value drivers, use cases and recipes that the teams should be following; beginning to assess whether the teams are – or are not – following those recipes (and why / why not)
- Build a SWOT for your region
- Established your cadence with the team
- Met as many customers and partners as possible; shadowing at least 10 prospect/customer calls per week across the region
- Made improvements to the team
- Firmly established your cadence
- Built plans to capitalize on the strengths/opportunities in the SWOT, and address weaknesses / mitigate threats