Major Account Manager - Federal

Sales Richmond, Virginia Annapolis, Maryland Washington, DC


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 Major Account Manager to join our Federal Sales team in the DC Metro area reporting to the senior director of Public Sector Sales. In this role, the main focus is growing revenues within the install base and acquiring new accounts. This includes owning and coordinating all aspects of the sales cycle and maintaining and expanding the customer base within the federal space. Our most successful salespeople have an entrepreneurial spirit while acting ethically and transparently. 

You’re the ideal candidate if you are a strategic thinker with experience selling to the Federal Civilian community, have a strong networking and security background, understand complex SaaS selling, work well independently, and are results-driven.

What you’ll do: 

  • Direct and drive sales growth
  • Attain sales revenue and profitability objectives by developing new business
  • Drive key account sales
  • Develop and ensure the implementation of business plans and sales strategies
  • Prepare and present accurate forecasts, tracking, and sales plans
  • Build the value-added channel and distributor network
  • Cultivate close working relationships with engineering and marketing counterparts to help identify and address all product issues, including quality, delivery, and design
  • Maintain sufficient activity levels to achieve sales target (quota) and build appropriate pipelines to achieve quarterly sales targets for the following two quarters 

What you’ll bring: 

  • 7+ years in successful technology sales to the Federal Civilian Community with a proven track record of attaining quotas, and using solution selling/target account selling methodology
  • Ability to understand complex technical problems in the Networking and Security industry at a business level
  • Strong sales and relationship building skills with a proven track record in negotiating and closing deals in your assigned territory
  • Experience in selling at the executive level
  • Excellent written, presentation, and interpersonal skills
  • Ability to present technical concepts and business solutions clearly through demonstrations and proposals
  • Self-motivated, able to problem solve and work with limited direction
  • Must be comfortable working in a start-up environment, where everyone must have the roll-up-your-sleeves-and-get-it-done attitude
  • Excellent communication skills
  • Experience in DNS, DHCP, and IPAM (DDI) puts you at the front of the line
  • Cloud and/or security knowledge is highly desirable
  • Professionals with superior people skills and a can-do attitude highly desired
  • Bachelor's Degree

What success looks like:

  • In the first six months, you will…
    • Develop a strong partner ecosystem
    • Develop an expansion plan for your global installed base
    • Work to qualify your pipeline for expansion and new logo business
  • After the first year, you will…
    • Have a qualified pipeline of business
    • Have added 20% new logo accounts to your prospect list
    • Begun to migrate your installed base to SaaS

We’ve got you covered:

Our holistic benefits package includes coverage of your health, wealth, and wellness—as well as a great work environment, employee programs, and company culture. We offer a competitive salary and benefits package, including a 401k with company match and generous paid time off to help you balance your life. We have a strong culture and live our values every day—we believe in transparency, curiosity, respect, and above all, having fun while delighting our customers. 

Why Infoblox?

We’ve created a culture that embraces diversity, equity, and inclusion and rewards innovation, curiosity, and creativity. We achieve remarkable results by working together in a supportive environment that focuses on continuous learning and embraces change. So, whether you’re a software engineer, marketing manager, customer care pro, or product specialist, you belong here, where you will have the opportunity to grow and develop your career. Check out what it’s like to be a Bloxer. We think you’ll be excited to join our team.