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, 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.Infoblox is seeking an energetic Channel Account Manager for the MEA region with a positive attitude and sense of urgency and ownership to make magic happen. In this role, you will own revenue growth with our local partners and expand the Infoblox footprint across the UK and Ireland. This means driving a robust pipeline of opportunities, and increasing “stickiness” with existing partners whilst expanding our partner network in the region too.

You’re the ideal candidate if you have a relentless pursuit of results, are always trying to understand the customers’ “what, why, and how?”, and enjoy the thrill of doing deals and making things happen. To be successful in this role you marry the discipline of a planner with the instincts of a shark – you never stop moving and are ready when you smell opportunity.

What you'll be doing:

• Build and implement a channel development and revenue plan for the region that is consistent with the overall revenue and growth targets for the territory
• Ensure alignment of the channel strategy with the Sales teams; understand their coverage models and strategies; know their focus in areas of target accounts, verticals, geography, and market coverage
• Ensure senior executive-level visibility and commitment for the various Infoblox relationships
• Spearhead the joint Infoblox and channel value proposition with Partner Peering—coordinating resources, including Sales Leadership, Field Sales, Field SE, Channel SE, Channel Marketing, BDRs, and Professional Services as needed
• Assist in coordinating training on new products, solution sets, Infoblox corporate direction, business processes, etc., leading to enhanced self-sufficiency, winning mindshare, and cycles from competitive vendors
• Drive joint opportunity development activities with channel partners through account mapping, marketing activities, coordinating marketing budget, and Infoblox channel marketing programs
• Manage deal registration, forecast, and pipeline with channel partners, and coordinate partner engagement and sales activities with regional sales managers
• Create a sense of “engagement and connection” with executive, regional sales, and system engineer touch-points
• Prepare and own a business plan for each focus partner and conduct quarterly reviews
• Be comfortable managing existing partnerships, as well as recruiting and onboarding new partners
• Address and support administrative issues on an as-needed basis
• Be keenly aware of the channel partner's strategy and be viewed and treated as a trusted and valued resource for them

What you'll bring:

• Extensive experience in channel sales management
• Background in IT security preferably Cisco, Fortinet, Palo Alto, or F5
• SaaS and/or Managed Services (MSP) sales experience is a plus
• Partner, alliance, or business development experience
• Willingness to travel or operate virtually
• Fluency in English and Arabic

What success looks like: After six months, you will...

• Have onboarded and be part of the decision-making process of the channel team in the MEA
• Have built strong relationships with our partner network
• Be confident in delivering POC, webinars, and communicating our value proposition

After a year, you will...

• Deliver consistent quarterly results through the partner network
• Act as a mentor for newer hires to the channel organization in the MEA markets

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.

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 Provident Fund 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