Major Account Manager - Federal

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, we are leading the way to next-level DDI with our Secure Cloud-Managed Network Services, bringing next-level security, reliability, and automation to cloud and hybrid systems—all managed through a single pane of glass. 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 reporting to the Senior Manager, Intelligence Programs. In this role, the main focus will be growing revenues within an 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 successful salespeople have an entrepreneurial spirit while acting ethically and transparently. 

You’re the ideal candidate if you have experience selling to the intelligence community, have a strong networking and security background, understand complex SaaS selling, are a strategic thinker, 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 as both a hunter and farmer
• Develop and ensure implementation of business plan and sales strategy
• 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 DOD/IC with a proven track record of attaining quotas, using solution selling/target account selling methodology
• Top Secret security clearance with CI poly or SCI poly
• 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 the assigned territory
• Experience in selling at the executive level as well as the hands on technical 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 desirable
• Professionals with superior people skills and a can-do attitude highly desired
• Bachelors 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

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.