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Partner Account Manager



Sales & Business Development
Posted on Tuesday, June 11, 2024


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 Partner Account Manager in the Mid Atlantic to join our Partner Sales team, reporting to the Manager, Partner Sales-East. In this remote role, you will build a pipeline that translates into channel revenue with some of the industry's most respected and high-performing partners. In this high-energy position, you will be extremely results-driven—with the expectation to create and qualify partner-initiated opportunities. The ideal candidate will live in Philadelphia greater metro, New York City or New Jersey greater metro.
You’re the ideal candidate if you’re a seasoned channel professional who can lead the organization and partners through continual evolution, thrives on constant innovation, and is a change agent with a sense of mission. You also build excellent relationships, can influence and align external and internal stakeholders, and have a strong drive to create and build up the channel’s contribution to the business.
What you’ll do:
  • Build and champion the channel development and revenue plan consistent with the overall revenue and growth targets for Infoblox's Mid-Atlantic Region
  • Ensure alignment of the strategy with the Sales teams by understanding their coverage models, strategies, and focus in the areas of target accounts, verticals, geography, and market coverage
  • Ensure senior executive-level visibility and commitment to the company’s relationships
  • Spearhead the joint company and channel value proposition with partner peering—coordinating resources, including sales and cross-functional teams
  • Coordinate training on new products, solutions sales, corporate direction, business processes, etc., leading to enhanced self-sufficiency and winning mindshare and cycles from competitive vendors
  • Drive joint opportunity development activities with channel partners through account mapping, marketing activities, coordination of marketing budget, and utilization of Infoblox channel marketing programs
  • Manage deal registration, forecast, and pipeline with channel partners and coordinate partner engagement and sales activities
  • Be keenly aware of the channel partners’ strategy and be viewed and treated as a trusted and valued resource for them
  • Create a sense of engagement and connection at the executive, regional sales, and SE levels
What you’ll bring:
  • At least 10 years of technology vendor experience selling into the channels with experience in business development or driving revenue and opportunity. Networking and security experience highly preferred.
  • SaaS and/or managed services (MSP) sales experience is a plus
  • Experience engaging partners with the company, brand, and technology through education and bespoke programs and initiatives is a plus
  • Ability to cultivate relationships internally, externally, and across teams, as well as the ability to align and bring stakeholders together to drive mutually beneficial outcomes
  • A self - starter attitude and excellent know - how
  • High energy level and the ability to thrive in a fast - paced, dynamic environment
  • Bachelor’s degree or equivalent
What success looks like:
After six months, you will…
  • Have a deeper understanding of the company’s product and security offerings
  • Be aligned on commercial objectives and priorities with regional leadership and field sales teams
  • Be cultivating effective relationships with key partners in the ecosystem
  • Build out and cultivate the channel funnel and ecosystem
  • Leverage channel partners in managing deal registration, forecast, and pipeline
  • Hit or overachieve your monthly targets
After about a year, you will…
  • Align the channel strategy with the sales team to expand the coverage of the target account
  • Develop new logo opportunities and deliver on sales revenue commitments and profitability objectives
  • Refine and tailor partner models and programs across key strategic verticals
  • Lead and win mindshare and cycles from competitors
  • Meet or exceed your annual targets
We’ve got you covered:
In the spirit of pay transparency, we are excited to share our compensation philosophy. At Infoblox, we believe in paying for performance. You can expect our employment offers to take many factors into consideration, including but not limited to the location of the role, internal equity, applicable past experience, individual skill set, education, and professional certifications. Please keep in mind that the range mentioned is the base salary range for the role. The typical base salary for this position in New York City is $160,000 - $168,000 plus the opportunity to earn commission.
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