Value Realization Director

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 93 of the Fortune 100, 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 Value Realization Director to join our Worldwide Field Operations team, reporting to the senior director of our Value Realization Program. In this role, you will own the post-sale components of our Value Selling Program. You will define and implement best-practice-based approaches to assisting our customers in understanding, measuring, and optimizing the quantifiable business value that our solutions deliver. You will work very closely with our Customer Development organization and our Product Management team to build a structured Value Realization program and create strong linkages to our pre-sales Business Value Assessments to create a continuous, “full lifecycle” view of customer value. You will also have a critical impact on the inner workings of our evolving go-to-market organization and the strategies, processes, and systems that drive it.

You are the ideal candidate if you are an innovative, creative, and passionate thought leader who drives results.

What you’ll do:

• Collaborate with peers on our Pre-Sales Business Value Assessment team to ensure linkage and a seamless transition from up-front value projections to post-sale value tracking and realization motions
• Work with the Customer Development organization to build a post-sales value realization model, validating the value of the solutions sold to encourage early or on-time renewals, plus enabling upsells and expansions
• Collaborate with our Product teams to determine how telemetry data collected by our products can be used to report out and substantiate value—and how this direct evidence can be incorporated into/leveraged during our post-sale value motions
• Partner with our Professional Services organization to establish an approach to gather baseline metrics at the time of deployment and track improvement
• Work with the field on strategic deals, including high-priority renewals, by creating custom proposals and other artifacts
• Determine the best approach to supporting post-sale value realization activities with appropriate tools, whether that be incumbent tooling (DecisionLink), other alternatives, or homegrown options
• Incorporate Value Realization concepts into our value-selling training curriculum in partnership with our Sales Enablement team
• Collaborate with our Customer Insights leader to pass confirmed, quantified evidence of value delivery into the Infoblox ecosystem for various uses

What you’ll bring:

• 8+ years of experience in progressive roles in sales, sales management, sales enablement and/or value consulting
• Solid understanding of marketing, pre-sales, sales, and post-sale/renewals motions, including content, tools, and training
• Expertise in sales process and methodology
• Relevant experience designing and building out an integrated program focused on post-sale value measurement, realization, and optimization
• Demonstrated success specifically in post-sale activities
• Ability to influence key stakeholders, including executive leadership
• Outstanding relationship-building skills and the ability to build rapport with cross-functional departments
• Ability to successfully build, manage, train, and enable large-scale programs
• Global experience is critical
• Sales tool experience, including ROI tools—DecisionLink is a bonus—and account/opportunity/forecasting experience, such as SFDC and Clari

What success looks like:

After 6 months, you will...

• Meet the team, learn the business, and conduct a needs analysis of our post-sale motions
• Become knowledgeable in our pre-sales BVA approach, tools, processes, and documentation
• Jump in with both feet, taking actions where appropriate and offering insights and questions from previous roles

After about a year, you will...

• Become proficient in our current Value Programs, tools, processes, and documentation, taking over full ownership of the post-sale segment of the program
• Establish yourself as the go-to leader of Value Realization for the Worldwide Sales Organization
• Begin contributing by improving our current assets and building new ones
• Develop a detailed plan for value realization, including process, scaling, and measurements of success
• Develop the post-sale components of our value training curriculum
• Start measuring the current effectiveness of the post-sale program and establishing goals for improvement

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.

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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