Channel Account Manager

Infoblox • Santa Clara, CA

3d

About The Position

We are looking for a Channel Account Manager in the Bay area to join our Partner
Sales team supporting Northern California, Pacific Northwest, and West Canada.
In this role, you will build a pipeline that translates into channel revenue
with some of the most respected and high-performing partners in the industry. In
this high-energy position, you will be extremely results-driven—with the
expectation to create and qualify partner-initiated opportunities. This role is
critical to the ongoing success of Infoblox’s leading network control, security,
and cloud solutions. This is an exceptional opportunity to join a growing and
innovative organization Infoblox allows you to thrive in a unique work
environment that emphasizes career growth, excellence, innovation, and
collaboration.

Requirements

• At least 10 years of technology vendor experience (networking and security experience highly preferred) selling into the channels. Experience in business development or driving revenue and opportunity is a must
• High energy level and the ability to thrive in a fast-paced, dynamic environment
• Ability to cultivate relationships internally, externally, and across teams, as well as the ability to align and bring stakeholders together to drive mutually beneficial outcomes
• Strong network of customers and partners in the specified region or vertical
• Excellent communication and interpersonal relationship development skills
• A self-starter attitude and excellent know - how
• High energy level and the ability to thrive in a fast-paced, dynamic environment
• Bachelor’s degree or equivalent

Nice To Haves

• SaaS and/or managed services (MSP) sales experience is a plus
• Familiarity with cloud marketplaces and experience leveraging relationships with cloud service providers (AWS, Azure, and Google Cloud Platform) is a strong plus
• Experience engaging partners with the company, brand, and technology through education and bespoke programs and initiatives is a plus

Responsibilities

• Build and champion Channel development and revenue plan consistent with the overall revenue and growth targets for Infoblox's West region.
• Ensure alignment of the strategy with the Sales teams by understanding their coverage models, strategies, and focus in the areas of target accounts, verticals, geography, and market coverage
• Ensure senior executive-level visibility and commitment to the company’s relationships
• Spearhead the joint company and channel value proposition with partner peering—coordinating resources, including sales and cross-functional teams
• Leverage cloud service provider (CSP) relationships such as Azure, Google Cloud Platform and AWS to drive engagement through cloud marketplaces to enhance joint opportunities and strategic alignment.
• Coordinate training on new products, solutions sales, corporate direction, business processes, etc., leading to enhanced self-sufficiency and winning mindshare and cycles from competitive vendors
• Drive joint opportunity development activities with channel partners through account mapping, marketing activities, coordination of marketing budget, and utilization of Infoblox channel marketing programs
• Manage deal registration, forecast, and pipeline with channel partners and coordinate partner engagement and sales activities
• Be keenly aware of the channel partners’ strategy and be viewed and treated as a trusted and valued resource for them
• Create a sense of engagement and connection at the executive, regional sales, and SE levels

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
• Charitable Giving Program supported by Company Match
• We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications.
• Base salary for this position: $135K - $200K, plus bonus or commissions

What This Job Offers

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