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Major Account Executive - MSSP



Sales & Business Development
Posted on Thursday, June 27, 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 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 Major Account Executive in the United States to join our Managed Security Services Program (MSSP) Sales Team reporting to the Director of Channels, Global MSSP. In this role, the main focus is acquiring new MSSP Partners who will offer Infoblox products and services as part of their Security offers, thus building new business opportunities together. This includes Partner recruitment and enablement, as well as owning and coordinating all aspects of the sales cycle with the partners as they sell to their customers. Our most successful salespeople have an entrepreneurial spirit while acting ethically and transparently.

You’re the ideal candidate if you are a strategic thinker with a strong networking and security background, understand complex SaaS selling, work well independently, and are results-driven. We need a “start-up” frame of mind!
What you’ll do:
  • Recruit new MSSP partners
  • Enable and launch new services with MSSP partners
  • Support and help drive sales growth through the MSSP partners
  • Attain sales revenue and profitability objectives by developing new business
  • Develop and ensure implementation of a joint business plan and sales strategy with the MSSP partners
  • Prepare and present accurate forecasts, tracking, and sales plans
  • Be a single point of contact for the MSSP partner to help manage the day-to-day business and address any questions
  • Cultivate close working relationships with engineering and marketing counterparts to help identify and address all product issues, including quality, delivery, and design
  • Maintain sufficient activity levels to achieve sales targets (quota) and build appropriate pipelines to achieve quarterly sales targets
What you’ll bring:
  • 3+ years of successful technology sales experience
  • 3+ years experience in selling to or working with MSSP vendors
  • Experience in building joint services with MSP/MSSP Partners that drive additional revenue streams
  • Experience with channel management
  • A proven track record of attaining quotas and using solution selling/target account selling methodology
  • Ability to understand complex technical problems in the Networking and Security industry at a business level
  • Strong sales and relationship-building skills with a proven track record in negotiating and closing deals in the assigned territory
  • Experience selling at the executive level
  • Excellent written, presentation, and interpersonal skills
  • Ability to present technical concepts and business solutions clearly through demonstrations and proposals
  • Self-motivated, able to problem solve and work with limited direction
  • Must be comfortable working in a start-up environment, where everyone must have a roll-up-your-sleeves-and-get-it-done attitude
  • Excellent communication skills
  • Security and cloud knowledge puts you at the front of the line
  • DNS, DHCP, and IPAM (DDI) knowledge is highly desirable
  • Professionals with superior people skills and a can-do attitude highly desired
What success looks like:
In the first six months, you will…
  • Develop a plan to address the recruitment of new MSSP partners
  • Launch at least one new MSSP partner who will include Infoblox in their offers
  • Develop a joint pipeline with any launched partners
  • Identify any gaps in the MSSP program and provide this feedback to the appropriate Infoblox teams, and/or work to resolve gaps within the roles’ span of control
After the first year, you will…
  • Have 2-3 new MSSP Partners launched and offering services (thus, driving revenue)
  • Have a qualified 3x pipeline of business
  • Have documented Security services being offered and developed a template to scale to other MSSP partners
  • Continue to identify and resolve gaps in the MSSP Program, while optimizing business processes
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.