Director, Regional Sales - Major Account Executives

at  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 Director, Regional Sales to lead our Major Account Executives (new logo acquisition) sales team, reporting to the senior vice president of the EMEA sales organization. In this role, you will be responsible for growing revenues and coaching and mentoring the EMEA region sales team. You should be well-versed in positioning business value, selling software solutions to enterprise companies, and managing complex sales cycles. This is an exceptional opportunity to join a strong, growing, successful, and innovative organization. Infoblox allows you to thrive in a unique work environment where the emphasis is on career growth, excellence, innovation, and collaboration.
You’re the ideal candidate if you are an experienced and driven sales executive who has a strong passion for mentoring people and driving an integrated sales strategy by creating alignment among sales, inside sales, marketing, and channel teams while overachieving revenue goals.

• Meet or exceed revenue targets by providing strategic direction and day-to-day management of the Major Accounts - New Logo Acquisition sales organization
• Provide front-line leadership to execute on our corporate strategy in the field
• Build a strategy to capture the largest new logo account targets in EMEA
• Drive a cadence across the team, setting expectations for activities including but not limited to:
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• Pipeline reviews

• Forecast
• MEDDPICC, deal reviews, and value selling (BVA / Business cases)
• Enablement
• Cross-functional collaboration (channel, field marketing, BDR, professional services, support, and more)
• Campaigns, events, and available tools
• Recruit, hire, onboard, enable, coach and performance manage A-level sales talent
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• Maintain a pipeline or “bench” of candidates and interviews against the WHO Hiring process

• Actively participate in onboarding to decrease time to productivity of new hires
• Instill and foster a “partnering DNA” to derive maximum leverage from resellers, distributors, hyperscalers, technical alliances, and others within the regional ecosystem.
• Make data-driven decisions in planning across all facets of the business (territory planning, accounts, compensation, etc.), and in forecasting driving for +/- 5% accuracy.
• Facilitate account hand-off after 30 days, ensuring a positive customer experience from the new logo team into account management.
• Serve as a local steward for Infoblox’s corporate mission and culture