Senior Partner Account Manager II - Service Providers

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 Senior Partner Account Manager II - Service Providers to join our Services Provider (SP) Partner team, reporting to the director of Managed Service Providers. In this remote role, you will maintain and establish strong business relationships and drive exponential growth with the prominent global service providers who offer managed services as well as resale to our Infoblox customers. You will drive onboarding, engagement, and pipeline/revenue growth within the existing, as well as new, service providers as it relates to their sell-through business to end customers. You will also drive consistency in the strategy and approach the Channel team uses to work with partners across the AMS and global regions. This is an exceptional opportunity to join a growing and innovative organization focusing on excellence and collaboration.

You are the ideal candidate if you have a positive attitude and can work with a sense of urgency. You like to jump in and make magic happen to facilitate revenue growth within the service provider community.

What you'll do:

• Build and implement a channel development and revenue plan for our services provider partners, including the overall revenue and growth targets, and develop a strategy to recruit and onboard new SP partners
• Develop a deep understanding our resale and MSP business models/structures
• Spearhead the joint Infoblox and MSP value proposition with service providers, including coordinating resources for teams such as Sales leadership, Field Sales, Field SE, Channel SE, Channel Marketing, and Professional Services as needed
• Ensure alignment of the service provider expertise and strategy with our Sales teams, including the coverage models and target accounts, verticals, geography, and market coverage
• Ensure senior executive level visibility and commitment for various Infoblox relationships
• Assist in coordinating training on new products, solution sets, Infoblox corporate direction, and business processes, leading to enhanced self-sufficiency and winning mindshare and cycles from competitive vendors
• Drive joint opportunity development activities with service provider partners through account mapping, marketing activities, coordinating marketing budget, and using Infoblox channel marketing programs
• Manage deal registration, forecast, and pipeline with SP partners and coordinate partner engagement and sales activities with regional sales managers
• Drive the creation of marketing materials relevant to the service provider community
• Manage partner accreditation metrics that adhere to the global partner program

What you'll bring:

• 15+ years of experience in partner sales, technology sales, alliances, or business development; background in IT security and SaaS preferred
• Demonstrated experience driving revenue growth within a managed service provider model, ideally through the creation of new bundled offers, while being a partner-focused problem solver
• Organizational skills with a demonstrated ability to prioritize and achieve metric-driven results
• A mix of relationship/sales and analytical/project management skills
• 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
• Exceptional communication skills, including written, verbal, and presentation
• High energy level and the ability to thrive in a fast-paced, dynamic environment with a self-starter attitude
• Understanding of CRM tools like SFDC and remote video applications
• Bachelor's degree or equivalent

What success looks like:

After six months, you will...

• Understand the service provider's go-to-market and articulate how Infoblox can help them achieve their goals
• Understand the Service Provider service offerings and identify potential Infoblox products which can complement those managed or unmanaged services
• Be able to lead calls with Infoblox and partner sales teams
• Build new business and new logo pipeline to support growth targets

After about a year, you will...

• Have defined business plans for the assigned partners and be able to demonstrate success against the goals mutually agreed upon
• Increase ACV business with SP partners by 30%
• Embed Infoblox into partner network, security, and Cloud practices
• Map executive relationships with SP partners and Infoblox
• Be able to conduct sales training sessions with the partner sales teams
• Identify areas for new service offerings

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 skillset, education and professional certifications. Please keep in mind that the range mentioned is the base salary range for the role. The typical base salary range for this position in the United States is $115,2000 - $170,000 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.

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