Senior Major Account Executive
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. 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 Pacific Region to join our Enterprise Sales Team, reporting to the Director of Sales, Pacific Region. 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.
What you’ll do:
- Cold Calling and Outreach:
- Initiate contact with prospects through cold calling, emails, and networking
- Lead & Opportunity Generation:
- Develop and execute strategies to generate new business leads with a combination of marketing, channel, and personally driven outreach campaigns
- Perform discovery during all stages of the sales process
- Identify, indicate, and implicate pain across multiple personas and levels of the organization through question-based selling
- Conduct 8-10 customer meetings per week
- 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
- Cultivate close working relationships with sales engineering and marketing counterparts to drive your Go To Market plan
- Build and maintain your network of channel partners and technical alliance / ecosystem reps to surround prospects; experience working with Hyperscalers is a plus
- Sales Presentations:
- Deliver compelling sales presentations and product demonstrations
- Articulate our Security and Cloud business value propositions
- Pipeline Management and opportunity qualification:
- Manage sales pipeline to ensure a consistent flow of new business opportunities
- Utilize MEDDPICC sales methodology with demonstrable evidence of methodology, go-live plans, and business cases
- Has the ability to elevate conversations beyond project criteria to business outcomes
- Conduct regular Opportunity Reviews and Cadence with key stakeholders and Infoblox Management
- Sales Target Achievement:
- Set a territory plan with measurable objectives to build a pipeline and drive sales growth
- Meet or exceed monthly and quarterly sales targets
- Prepare and present accurate forecasts, tracking, and sales plans
- 10+ years of successful technology sales experience with experience 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 managing 20+ Global 1000 (or like-size) prospect accounts, breaking in with 6-figure ACV deals
- Successfully disrupting incumbent technologies and challenging the status quo by successfully selling 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
- 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 (including by not limited to: Salesforce.com, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo / 6sense
- Excellent communication skills and highly self-motivated
- Bachelor’s degree
What success looks like:
- 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