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Infoblox · 3 days ago

Senior Major Account Executive - South West

California, United States

Full-time

Hybrid

Senior Level

$150K/yr - $160K/yr

7+ years exp

Infoblox is a company that empowers creativity and innovation in cloud-first networking and security solutions. They are seeking a Senior Major Account Executive to focus on acquiring new accounts, generating leads, and converting them into customers, while collaborating closely with various teams in the South West region.

Network HardwareReal TimeSecurity

Growth Opportunities

Responsibilities

Collaborate with your local team to build a comprehensive territory and account plan

Drive new business opportunities in networking, security, and cloud solutions

Identify and pursue new 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

Conduct expert discovery and apply the MEDDPICC deal qualification framework

Follow established sales recipes, including workshops and assessments

Conduct one Security Workshop per month and seven Security Assessments per year

Reach the economic buyer by leveraging business value assessments and business cases

All new logos over 50K should have a BVA

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

Maintain forecasting accuracy within plus/minus 10%

Closed wins will be handed off to the Major Account Manager team after 30 days

Qualification

Technology salesNew business acquisitionValue sellingCRM software proficiencyC-level relationship buildingCommunicationSelf-motivated

Required

Minimum of 7 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

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 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

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

Work remotely from home office in S. California, AZ, NM, NV, or UT; travel required up to 25%

Bachelors degree