Major Account Executive - MSSP - Infoblox

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.  

• 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

• 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

• 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

• 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