Director, Channel Sales

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 Director, Channel Sales to join our Channel Sales team in Southern EMEA, reporting to the senior director of Channel Sales - EMEA. In this role, you will partner with the regional Sales organization to drive increased partners sales and pipeline contribution, and support the overall go-to-market model and revenue growth for Southern Europe and Middle East and Africa. You will operationalise the Channel Sales function with appropriate joint business planning for each Channel partner, including metrics and measurement, enablement programs, marketing and communications, and other key elements of managing a growing Channel business across EMEA.

You are the ideal candidate if you enjoy strategy and design paired with tactical execution and delivery. You are a relentless relationship builder who understands how to frame opportunities and drive value creation.

• Lead a team of Channel account managers to drive sales growth through our partner community, working in tandem with the regional Sales teams
• Develop and execute a strategic plan for driving overall Sales revenue through new and existing distribution, and direct and indirect VARs
• Align with geo and partner executives to ensure tight alignment of partner strategy with the overall EMEA Sales and global partner strategy, and cultivate executive relationships with top partners in EMEA
• Ensure proper coverage, capacity, and capabilities of partners throughout the region, and assess the needs of the geo and develop partner plans to drive new customer acquisition and drive accelerated growth
• Drive channel partners to support revenue growth goals, and continually review the channel ecosystem to ensure the required levels of Channel capability and quality are being developed and maintained
• Develop and drive partner programs and budget in alignment with growth and revenue objectives across multiple dimensions, including awareness, education, lead generation, programs, Channel readiness, and enablement
• Monitor and assess performance against the plan regularly to identify successes that can be leveraged, and provide appropriate measurements to assess the overall value and ROI of Channel initiatives
• Champion best practices for Channel program expansion, with regards to investment programs, MDF, deal registration, value-based competencies, incentive programs, and promotional campaigns
• Work closely with Finance, Sales Operations, and Sales Management to complete partner notifications, manage exceptions, and update all systems with discount changes

• Proven track record of success and experience managing partners/channels and channel management at a senior level
• Minimum 10 years of experience in channel sales experience in enterprise security or network management, including at least 5 years of channel sales leadership experience
• A proven track record of leading channel/partner sales teams and developing programs related to channel development and revenue growth, with a successful history of program delivery supported by metrics and ROI results
• High achiever with a history of executing change management and channel strategy
• Excellent collaboration skills to influence strategy across Infoblox and our partner community
• Experience meeting and exceeding quarterly targets as well as accurately forecasting account and volume activities
• Knowledge of Infoblox’s indirect Channels, including distribution, direct VARs, indirect VARs, and strategic alliance
• Experience leading and developing high-performing geographically dispersed teams through rapid growth and in high-change environments
• Solid interpersonal skills with a proven ability to build and maintain productive relationships with channel partners, executive management, and other internal and external stakeholders

• Be aligned on commercial objectives and priorities with regional leadership and Field Sales teams
• Be cultivating effective relationships with key partners
• Have developed and started communicating and executing your plans to optimize and drive the performance of Channels across Southern EMEA

• Develop new logo opportunities and deliver on sales revenue commitments and profitability objectives
• Refine and tailor partner models and programs across key strategic verticals
• Manage a cohesive, high-performing, ROI-driven 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, 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.