Major Account Acquisition Executive

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 dynamic and highly motivated Senior Major Account Acquisition Executive in the UK to join our Enterprise Sales Team, reporting to the Director, Sales for Western Europe. In this new role, your primary focus will be on acquiring new accounts, generating new leads, and converting them into long term customers. This includes owning and coordinating all aspects of the sales cycle and maintaining and expanding the customer base within the United Kingdom and Ireland. Our most successful salespeople have an entrepreneurial spirit while acting ethically and transparently.
You’re the ideal candidate if you have a proven track record of identifying and securing new business opportunities, cultivating relationships with prospects, and consistently achieving sales targets. This role requires a proactive approach to sales, with a focus on generating new leads and converting them into long-term customers. What you’ll do:

• Cold Calling and Outreach:
• Initiate contact with prospects through cold calling, emails, and networking
• Lead & Opportunity Generation:
• Develop and execute strategies to generate new business leads with a combination of marketing, channel, and personally driven outreach campaigns
• Perform discovery during all stages of the sales proces
• Identify, indicate, and implicate pain across multiple personas and levels of the organization through question-based selling
• Conduct 8-10 customer meetings per week
• Relationship Building:
• Build and maintain relationships with prospects to understand their needs and present appropriate solutions
• Develop and influence C level contacts at key accounts
• Cultivate close working relationships with sales engineering and marketing counterparts to drive your Go To Market plan
• Build and maintain your network of channel partners and technical alliance / ecosystem reps to surround prospects; experience working with Hyperscalers is a plus
• Sales Presentations:
• Deliver compelling sales presentations and product demonstrations
• Articulate our Security and Cloud business value propositions
• Pipeline Management and opportunity qualification:
• Manage sales pipeline to ensure a consistent flow of new business opportunities
• Utilize MEDDPICC sales methodology with demonstrable evidence of methodology, go-live plans, and business cases
• Has the ability to elevate conversations beyond project criteria to business outcomes
• Conduct regular Opportunity Reviews and Cadence with key stake holders and Infoblox Management
• Sales Target Achievement:
• Set territory plan with measurable objectives to build pipeline and drive sales growth
• Meet or exceed monthly and quarterly sales targets
• Prepare and present accurate forecasts, tracking, and sales plans

What you’ll bring:

• 10+ years in successful technology sales experience with experience in a hunter role focussed on new business acquisition
• References from C-levels in at least 3 accounts where you have successfully broken in with a portfolio of products
• Proven track record of managing 20+ Global 1000 (or like-size) prospect accounts, breaking in with 6-figure ACV deals
• Successfully disrupting incumbent technologies and challenging the status quo by successfully sold emerging technologies (i.e. technologies that are not part of an established market)
• Cultivating Partner ecosystems, including channel, hyperscaler and tech alliances
• Selling a portfolio of products in multi-stakeholder customer engagements (Economic Buyer, CIO, CISO, Finance, Risk/SecOps, etc.)
• Value selling, including using advanced business value assessments (BVA) or ROI models
• Experience selling and opening accounts at the executive level
• Track record of disrupting incumbent technologies and challenging the status quo by introducing emerging technologies
• Proficient with using CRM software and other sales tools (including by not limited to: Salesforce.com, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo / 6sense
• Excellent communication skills and highly self-motivated
• Bachelor’s degree

What success looks like:
In the first six months, you will...

• You will have built at least $500K ACV in new business qualified pipeline
• Closed your first opportunity
• Implemented a territory plan
• Maintaining activity level of 8-10 customer meetings a week

After the first year, you will...

• You will have built at least $2m ACV in new business qualified pipeline and closed at least $500K ACV in new business bookings
• Have a qualified 4x pipeline of business
• Have added 25% 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 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.