Senior Major Account Executive

Senior Major Account Executive

Location:

Ohio, United States

Infoblox is a 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. We work with the largest enterprises, including 70% of the Fortune 500 and 93 of the Fortune 100. Our success depends on talented people who share a passion for building the next generation of networking technologies and having fun along the way.

• Territory and Account Planning:
  • Collaborate with your local team to build a comprehensive territory and account plan
• New Business Development:
  • Drive new business opportunities in networking, security, and cloud solutions
• Prospecting:
  • Identify and pursue new opportunities through sales‑specific actions, marketing, and channel efforts
  • Engage in 8‑10 new business customer interactions per week
  • Initiate contact with prospects across multiple personas through cold calls, emails, and networking
  • Develop and execute strategies to generate new business leads with a combination of marketing, channel, and personally‑driven campaigns
  • Utilize prospecting tools like Zoom Info, Linked In Sales Navigator, and Highspot Digital Sales Rooms
• Deal
  
  Qualification:
  • Conduct expert discovery and apply the MEDDPICC deal qualification framework
• Sales Recipes Adherence:
  • Follow established sales recipes, including workshops and assessments
  • Conduct one Security Workshop per month and seven Security Assessments per year
• Economic Buyer Engagement:
  • Reach the economic buyer by leveraging business value assessments and business cases
  • All new logos over 50K should have a BVA
• Partner Meetings:
  • Hold at least 2 partner meetings per week with resellers, Hyperscalers, and tech alliances
  • Leverage the Hyperscalers and transact at least 1 deal per quarter through a Hyperscaler marketplace
• Accurate Forecasting:
  • Maintain forecasting accuracy within +/- 10%
• Account hand-off:
  • Closed wins will be handed off to the Major Account Manager team after 30 days.

• 10+ years of successful technology sales, preferably in a hunter role focused 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:
  • Demonstrated success in meeting and exceeding sales targets
  • Opening Fortune 1000 (or like‑size) accounts with 6‑figure ACV deals
  • Building C‑level relationships
  • Successfully disrupting incumbent technologies and challenging the status quo by successfully selling emerging technologies
  • Cultivating Partner ecosystems, including channel, hyperscaler, and tech alliances
  • Selling a portfolio of products in multi‑stakeholder customer engagements
• Value selling, including using advanced business value assessments (BVA) or ROI models
• Proficient with using CRM software and other sales tools (including but not limited to , Clari, Highspot, Linked In Sales Navigator, Zoom Info, 6sense)
• Excellent communication skills and highly self‑motivated
• Bachelor’s degree

In the first six months, you will…

• You will have built at least $1m ACV in new business‑qualified pipeline
• Closed your first opportunity
• Implemented a territory plan
• Maintaining an 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

Compensation:
Base salary range $140K - $150K in the Ohio/Michigan area plus commissions. Compensation is based on location, equity, experience, skills, education, and certifications. Pay performance is our corporate philosophy.

Our holistic benefits package includes coverage of health, wealth, wellness, a great work environment, employee programs, and company culture. We offer a competitive salary and benefits package, including a 401(k) with a company match and generous paid time off.

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. Join us and grow your career.