Director, Regional Sales - Major Account Executives

Infoblox

1d•Hybrid

About The Position

We have an opportunity for a Director Regional Sales – Major Account Executives to join and lead our regional new logo acquisition sales team, reporting to the senior director of the EMEA new logo sales organization. In this pivotal role, you will be responsible for growing revenues and coaching and mentoring the regional sales team. You will collaborate with regional sales leaders, marketing and the pan-EMEA teams and 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.

Requirements

Over 10 years of experience developing and leading successful sales teams and individual contributors, both direct and through channel partners
Experience in sales, channel sales, and sales management within an IT security company is mandatory; ideally from a company where you have had to challenge the status quo and/or unseat entrenched incumbents
Inspirational and passionate people leader with the ability to draw on personal experience and get directly involved in the process/cycle to support and manage the team in closing complex sales
Strong market knowledge in the tech industry and in selling complex solutions, in multi-product portfolios, to sophisticated, enterprise clients across multiple personas.
Experience with value frameworks and value drivers, demonstrating how differentiated technology can deliver positive business outcomes for clients.
Process orientation with experience drafting and communicating sales plans that effectively drive business and motivate sales teams
Experience developing and implementing data-driven territory and account plans.
Experience analyzing the market, and developing a go-to-market strategy to grow penetration within the region.
AI fluency, including the ability to use AI enterprise tools to accelerate research, planning, coaching, and communication while handling confidential and customer information responsibly.
Partnering DNA with demonstrable evidence of channel and hyperscaler relationships
A high degree of motivation, creativity, and initiative
Bachelor’s degree or equivalent experience

Responsibilities

Meet or exceed revenue targets by providing strategic direction and day-to-day management of the regional sales team
Provide front-line leadership to execute on our corporate strategy in the field
Drive and execute an ARR growth strategy, including: Growing new business in new accounts, Discerning the total available market, with a plan to increase penetration across multiple product lines in networking, cloud and security
Drive a cadence across the team, setting expectations for activities including but not limited to: 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
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
Use approved AI tools to strengthen new-logo territory planning, whitespace analysis, account prioritization, deal reviews, and team enablement, while validating outputs before acting on them
Make data-driven decisions in planning across all facets of the business (territory planning, accounts, compensation, etc.), and in forecasting
Serve as a local steward for Infoblox’s corporate mission and culture