Senior Partner Account Manager II - DMR

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 Senior Partner Account Manager II - DMR (Direct Marketing Reseller) in major US metros like Austin, TX, Chicago, IL, Phoenix, AZ, Boston, MA, Atlanta, GA, Cincinnati, OH, Los Angeles, CA and New York City to join our AMS Partner Sales team, reporting to the vice president of Partner Sales. In this role, you will build pipeline and channel revenue with high performance DMR partners, serving as the subject matter expert to maintain strong business relationships and drive exponential growth. You will also drive consistency in the strategy and approach the channel team uses to work with partners across the AMS regions. This role is critical to the ongoing success of Infoblox’s leading network control, security, and cloud solutions. This is an exceptional opportunity to join a growing and innovative organization Infoblox allows you to thrive in a unique work environment that emphasizes career growth, excellence, innovation, and collaboration. 

You are the ideal candidate if you are high-energy, motivated, and results- driven. You have a positive attitude and sense of urgency, and you like to jump in and make magic happen.

What you’ll do:

• Build and implement a channel development and revenue plan for our DMR partners including the overall revenue and growth targets
• Spearhead the joint Infoblox and DMR value proposition with Partner Peering, 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 strategy with the Sales teams, including their coverage models and strategies and their focus in areas of 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, business processes, etc., leading to enhanced self-sufficiency and winning mindshare and cycles from competitive vendors
• Drive joint opportunity development activities with DMR partners through account mapping, marketing activities, coordinating marketing budget, and utilizing Infoblox Channel Marketing Programs
• Manage deal registration, forecast, and pipeline with DMR partners, and coordinate partner engagement and sales activities with regional sales managers
• Create sense of engagement and connection on executive, regional sales, and sales engineer level
• Address/support admin issues on an as needed basis
• Stay up-to-date on the partner's strategy and be viewed and treated as a trusted and valued resource for them

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 DMR and other 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 
• Strong network of customers and partners in the specified region or vertical
• Excellent communication and interpersonal relationship development skills
• 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…

• Understand the partner’s go-to-market (GTM) and articulate how Infoblox can help them achieve their goals
• Facilitate relationship building between Infoblox and Partner sales leadership in the field
• Work with the Channel Solutions architect to integrate Infoblox into partner technical practices
• Build new business and new logo pipeline to support growth targets

After about a year, you will…

• Embed Infoblox into partner network, security, and Cloud practices
• Map executive relationships with partners and Infoblox
• Increase ACV business with partners by 30%

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 range for this position based in Colorado is $115,200 - $169,320 plus the opportunity to earn commission. The typical base salary range for this position based in California or New York is $147,900- $200,000 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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