[Remote] Senior Major Account Executive - Bay Area
Note: The job is a remote job and is open to candidates in USA. Infoblox is a leading provider of cloud-first networking and security solutions. They are seeking a Senior Major Account Executive to join their West New Logo Sales team, focusing on acquiring new accounts and generating leads to convert them into customers.
Responsibilities
- Collaborate with your local team to build a comprehensive territory and account plan
- Drive new business opportunities in networking, security, and cloud solutions
- 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 (networking, security, cloud) 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 ZoomInfo, LinkedIn Sales Navigator, and Highspot Digital Sales Rooms
- Conduct expert discovery and apply the MEDDPICC deal qualification framework
- Follow established sales recipes, including workshops and assessments
- Conduct one Security Workshop per month and seven Security Assessments per year
- Reach the economic buyer by leveraging business value assessments and business cases
- All new logos over 50K should have a BVA
- 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
- Maintain forecasting accuracy within plus/minus 10%
- Closed wins will be handed off to the Major Account Manager team after 30 days
Skills
- Minimum 7 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 (i.e. technologies that are not part of an established market)
- Cultivating Partner ecosystems, including channel, hyperscaler, and tech alliances
- Selling a portfolio of products in multi-stakeholder customer engagements (Economic Buyer, CIO, CISO, Finance, Risk/SecOps, etc.)
- Value selling, including using advanced business value assessments (BVA) or ROI models
- Proficient with using CRM software and other sales tools (including by not limited to: Salesforce.com, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo / 6sense
- Excellent communication skills and highly self-motivated
- Work remotely from home office in S. California, AZ, NM, NV, or UT; travel required up to 25%
- Bachelors degree
Benefits
- Comprehensive health coverage
- Generous PTO
- Flexible work options
- Learning opportunities
- Career-mobility programs
- Leadership workshops
- Sixteen paid volunteer hours each year
- Global employee resource groups
- “No Jerks” policy that keeps collaboration healthy
- Modern offices with EV charging
- Healthy snacks (and the occasional cupcake)
- Hackathons, game nights, and culture celebrations
- Charitable Giving Program supported by Company Match
- Pay transparency and reward performance
Company Overview