BDM, Hyperscaler Alliances & Cloud Marketplace

Infoblox • Olympia, WA

4d • $125,000 - $175,000 • Remote

About The Position

We have an opportunity for a BDM, Hyperscaler Alliances & Cloud Marketplace to join our Global Alliances team, reporting to the Strategic Alliances & Ecosystem Lead. In this pivotal role, you will lead Infoblox’s strategic partnerships with Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP), driving joint go‑to‑market initiatives, co-sell execution, and cloud marketplace growth that accelerate revenue, customer acquisition, and cloud adoption. Collaborating closely with sales, marketing, product, channel, and executive leadership, you will serve as the primary liaison to hyperscaler partner organizations and shape how Infoblox shows up across their ecosystems, including emerging AI, security, and networking solutions. You will also leverage AI-powered tools and analytics to prioritize opportunities, optimize co-sell motions, and scale repeatable partner plays.

Requirements

• 8+ years of experience in cloud alliances, strategic partnerships, channel sales, business development, or ecosystem leadership with enterprise technology companies, including direct responsibility for revenue or pipeline targets
• Demonstrated success working directly with AWS, Microsoft, and/or Google Cloud partner organizations in co-sell, marketplace, or solution go‑to‑market motions
• Deep understanding of hyperscaler co-sell programs, marketplace constructs, partner incentives, and ecosystem economics, with the ability to translate them into practical sales plays
• Strong knowledge of cloud infrastructure, SaaS, networking, and cybersecurity; experience with DNS, DDI, or network security solutions is a plus
• Proven ability to build and manage executive relationships—internally and with partners—and to influence without formal authority across sales, product, marketing, and operations teams
• Experience using CRM, marketplace portals, and analytics tools (including AI‑assisted reporting or sales intelligence platforms) to prioritize accounts, forecast accurately, and measure partner performance
• Track record of designing and executing joint go‑to‑market plans, demand-generation programs, and field enablement that result in measurable pipeline and revenue impact
• Excellent communication, presentation, and storytelling skills, with the ability to articulate a compelling joint value proposition for Infoblox and our hyperscaler partners
• Comfort operating in a fast-paced, highly collaborative environment, balancing strategic planning with hands‑on execution and iteration
• Ability to travel up to 30%
• Bachelor’s degree in business, marketing, computer science, or a related field; MBA or equivalent experience is a plus

Nice To Haves

• experience with DNS, DDI, or network security solutions is a plus
• MBA or equivalent experience is a plus

Responsibilities

• Partner in developing and executing integrated business plans with AWS, Azure, and GCP to drive pipeline creation, revenue growth, and marketplace transactions aligned to Infoblox priorities
• Support and assist co-sell motions by aligning hyperscaler field sellers, partner account managers, solution architects, and Infoblox sales teams around high‑impact opportunities
• Build and strengthen executive and senior stakeholder relationships within AWS, Microsoft, and Google Cloud partner organizations to increase sponsorship and strategic alignment
• Assist in driving, supporting and scaling cloud marketplace adoption across AWS Marketplace, Azure Marketplace, and Google Cloud Marketplace, including private offers, transactable listings, and co-sell benefits utilization
• Identify, design, and scale joint go-to-market initiatives, including vertical solutions, AI- and security-focused use cases, and partner-led campaigns that create differentiated value for customers
• Coordinate and support execution of Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), and annual planning sessions with hyperscaler stakeholders, owning follow‑through and execution
• Contribute to participating and advancing hyperscaler partner programs, competencies, and specializations, maximizing program benefits, funding, and marketplace incentives
• Partner closely with marketing to support joint demand-generation programs, events, webinars, and field enablement that activate hyperscaler sellers and Infoblox account teams
• Collaborate with regional sales leadership and partner teams to embed hyperscaler resources into priority accounts, opportunity strategies, and territory planning
• Track, analyze, and report key performance indicators—including sourced pipeline, influenced revenue, marketplace bookings, partner engagement, and execution against joint plans—using CRM and analytics tools, including AI‑assisted insights where applicable
• Advocate for hyperscaler partnership priorities internally and influence cross-functional roadmaps across sales, product, engineering, operations, and marketing
• Support customer cloud initiatives (migration, modernization, AI, security, networking, and multi-cloud) through joint engagement with hyperscaler partner teams and Infoblox solution experts
• Leverage AI-powered tools and insights to accelerate business planning, identify patterns in pipeline and partner performance, and refine joint GTM plays
• Maintain accurate partner account plans and marketplace records ensuring alignment and data quality for effective reporting

Benefits

• Comprehensive health coverage, generous PTO, and flexible work options
• Learning opportunities, career-mobility programs, and leadership workshops
• Sixteen paid volunteer hours each year, global employee resource groups, and a “No Jerks” policy that keeps collaboration healthy
• Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations, where available
• Charitable Giving Program supported by Company Match
• We practice pay transparency and reward performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior