Channel Account Manager

Job 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 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 Channel Account Manager, Mumbai to join our team in India, reporting to the director of Channel Sales – APJ with strong accountability and partnership to the South Asia regional team. In this role, you will build a pipeline that translates into channel revenue with some of the most respected, high-performance partners in the industry and region. In this high-energy position, you will be extremely results-driven—with the follow-through to create and qualify partner-initiated opportunities.

You’re the ideal candidate if you’re a seasoned channel professional who can lead the organization and partners through continual evolution, thrives on constant innovation, and is a change agent with a sense of mission. You build excellent relationships, can influence and align both external and internal stakeholders, and have a strong drive to create and build up the channel’s contribution to the business.

What you’ll do:

• Build and champion channel development and revenue plan for SAARC consistent with the overall revenue and growth targets for the business
• Ensure alignment of the strategy with the Sales teams by understanding their coverage models, strategies, and focus in the areas of target accounts, verticals, geography, and market coverage
• Ensure senior executive-level visibility and commitment for the company’s relationships
• Spearhead the joint company and channel value proposition with partner peering—coordinating resources including sales and cross-functional teams
• Coordinate training on new products, solutions sales, corporate direction, business processes, etc., leading to enhanced self-sufficiency and winning mindshare and cycles from competitive vendors
• Drive joint opportunity development activities with channel partners through account
• mapping, marketing activities, coordination of marketing budget, and use of Infoblox channel marketing programs
• Manage deal registration, forecast, and pipeline with channel partners and coordinate partner engagement and sales activities
• Be keenly aware of the channel partners’ strategy and be viewed and treated as a trusted and valued resource for them
• Create a sense of engagement and connection at the executive, regional sales, and SE levels

What you’ll bring:

• A self-starter attitude and excellent know-how
• High energy level and the ability to thrive in a fast-paced, dynamic U.S. multinational corporation environment
• Minimum 10 years of technology vendor experience (networking and security experience highly preferred) selling into the channels. Experience in business development or driving revenue and opportunity is a must
• SaaS and/or managed services (MSP) sales experience is a plus
• Experience engaging partners with the company, brand, and technology through education and bespoke programs and initiatives is a plus
• Ability to cultivate relationships internally, externally, and across teams, as well as the ability to align and bring stakeholders together to drive mutually beneficial outcomes
• Bachelor’s degree or equivalent

What success looks like:

After six months, you will...

• Have a deeper understanding of the company’s product and security offerings
• Be aligned on commercial objectives and priorities with regional leadership and field sales teams
• Cultivate effective relationships with key partners in the ecosystem and leverage channel partners in managing deal registration, forecast, and pipeline
• Hit or overachieve your quarterly targets

After about a year, you will...

• Align the channel strategy with the sales team to expand the coverage of target account, vertical, and geography
• Develop new logo opportunities and deliver on sales revenue commitments and profitability objectives
• Refine and tailor partner models and programs across key strategic verticals
• Meet or exceed your annual targets

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, 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.

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