Senior Cybersecurity Account Executive - Infoblox

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 Senior Cybersecurity Account Executive to support our Mid-Atlantic region, reporting to the Director, Security Sales. In this role, you will focus on growing revenues for our security product line for the region. You will partner with the core sales team and your dedicated technical subject matter expert to drive four key Security Lead sales plays. You will also collaborate and support the core representative in driving two key Networking Lead sales plays. 

You are the ideal candidate if you have a passion for emerging technologies, enjoy disrupting the status quo, and have elite prospecting skills. You enjoy identifying, qualifying, and solving customer pain points, are an expert storyteller, and you can translate technical needs into financial, business, and operational outcomes with C-Level executives, SEC Ops, and Sec Architects. 

What you will do: 

• Participate in 8-12 customer sales calls a week with key personas, including CISO, GRC, SecOps, Security Architecture, Cloud Architect, and economic buyers
• Maintain >3x qualified pipeline
• Leverage MEDDPICC deal qualification framework
• Prepare and conduct discovery in every prospect/customer interaction to identify, indicate, and alleviate pain points
• Develop and document compelling and detailed Why Change, Why Infoblox, Why Now statements and iterate throughout the sales campaign to connect to customer pain points and Infoblox value statements
• Deliver ROI-based proposals for all sales opportunities that illustrate the Infoblox effect
• Grow revenue and new business through positioning and selling security solutions to expand Infoblox’s security footprint and reputation

• Distill complex technical problems in the security industry and articulate them to senior executives and decision-makers
• Partner with the security SME/regional directors to develop an execution plan and build pipelines
• Work with account executives/product specialists to align, prioritize, and define go-to-market strategies within the largest, most strategic, potential up-sell accounts
• Develop and ensure implementation of business plan and sales strategy

What you will bring:  

• 5+ years of successful technology sales experience with a proven track record of attaining quota
• Excellent storytelling ability that motivates and inspires prospects to question, investigate, and challenge their status quo
• Trained and proven adoption of a solution selling methodology, such as Command of the Message / Sale, Challenger Sale, Solution Selling, etc.
• Proven ability to form executive-level relationships while selling for an emerging technology supplier
• Experience with establishing credibility and awareness and selling emerging technology into accounts with deeply entrenched competitive supplier relationships
• Successful track record of unseating incumbent suppliers
• Effective and proven account research and prospecting process
• Ability to leverage partner network and in-band and out-of-band eco-system partners to research and gain access to key individuals at an account
• Proven process to identify and gain access to executives looking to disrupt their status quo
• Successful experience executing sales campaigns with hyperscalers, such as AWS or MSFT
• Cybersecurity selling background preferred but not required

What success looks like: 

After six months you will… 

• Meet with all existing customers to identify and confirm why they bought our product and what value they have received
• Implement your operating cadence to ensure consistent interlock with core sellers and the regional sales director
• Conduct a first sales call with an economic buyer without assistance
• Build relationships with two to three Channel partners and one Hyperscaler, resulting in joint sales calls connected to the sales plays
• Be able to develop a compelling Why Change

After about one year, you will… 

• Build 1x qualified pipeline
• Inspect and approve Why Change across all Optys in the region
• Deliver >5 ROI based proposals

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 a 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.