Senior Director, Strategic & Named Accounts - West

Infoblox•Sacramento, CA

8d•Remote

About The Position

Infoblox is seeking a Senior Director, Regional Strategic & Named Accounts – West to join their Americas Sales Organization. This executive sales leader will report to the Vice President of Strategic and Named Accounts and will be responsible for a significant regional business, driving enterprise growth across various geographies, industries, and strategic customer segments. The role involves leading a high-performing team of Regional Sales Managers, Enterprise Account Executives, and future sales leaders focused on new logo acquisition, customer expansion, strategic account penetration, and long-term customer value creation. As part of the Americas Sales Leadership Team, the Senior Director will be accountable for bookings growth, pipeline creation, forecast predictability, market expansion, organizational development, and executing Infoblox's enterprise go-to-market strategy. Collaboration with executive leadership across Sales, Customer Success, Professional Services, Marketing, Channel, Product, Finance, and Revenue Operations is crucial to accelerate growth and strengthen Infoblox's market leadership. The ideal candidate is a proven enterprise sales executive with a history of scaling high-performing organizations, developing leaders, building executive customer relationships, and consistently exceeding aggressive growth targets in cybersecurity, networking, cloud, SaaS, or related enterprise technology markets.

Requirements

15+ years of enterprise technology sales experience
10+ years of sales leadership experience
5+ years leading leaders, including Directors, District Sales Managers, or equivalent leadership roles
Proven success leading multi-layered enterprise sales organizations responsible for large-scale regional revenue ownership
Demonstrated experience owning and growing complex, high-value customer portfolios with responsibility for annual bookings attainment and revenue growth
Track record of building, scaling, and transforming high-performing enterprise sales organizations
Demonstrated success leveraging AI-powered technologies, analytics platforms, and data-driven insights to improve forecasting accuracy, pipeline quality, customer engagement, and organizational performance
Experience driving adoption of modern sales technologies and digital transformation initiatives within enterprise sales organizations
Ability to coach leaders and sellers on the responsible use of AI for account research, stakeholder mapping, customer engagement, sales planning, and operational execution
Curiosity and commitment to continuously learning emerging technologies and their impact on enterprise customers, go-to-market strategy, and sales effectiveness
Experience developing future sales leaders and building strong leadership bench strength
Proven ability to consistently exceed growth objectives while driving operational excellence and forecast predictability
Experience selling cybersecurity, networking, cloud, SaaS, infrastructure, or adjacent enterprise technology solutions
Strong expertise in enterprise account management, strategic account planning, customer expansion strategies, and executive relationship development
Deep understanding of enterprise sales methodologies, forecasting discipline, pipeline management, and organizational performance metrics
Demonstrated success partnering across Customer Success, Professional Services, Technical Sales, Marketing, Product, Finance, and Channel organizations
Strong executive presence with the ability to influence senior stakeholders, customers, partners, and internal leadership teams
Experience presenting business performance, growth strategies, and investment recommendations to executive leadership
Strong financial and business acumen, including forecasting, workforce planning, territory strategy, and investment prioritization
Bachelor's degree required

Nice To Haves

MBA preferred

Responsibilities

Own a regional business with responsibility for bookings, revenue growth, pipeline generation, forecast accuracy, customer retention, and market expansion.
Develop and execute regional growth strategies aligned with Infoblox's corporate objectives and long-term market priorities.
Drive balanced execution across new logo acquisition, customer expansion, competitive displacement, strategic account growth, and partner-led opportunities.
Establish scalable operating rhythms that deliver predictable business outcomes and support long-term growth.
Lead annual business planning, territory design, resource allocation, market segmentation, and investment prioritization.
Utilize AI-driven insights to improve business planning, forecasting accuracy, territory strategy, account prioritization, and resource allocation decisions.
Drive adoption of technology and data-driven practices that improve organizational productivity, pipeline quality, and sales execution.
Lead and develop multiple layers of sales leadership, including Regional Sales Managers, District Sales Managers and Enterprise Account Executives.
Build a culture of accountability, operational excellence, coaching, and continuous improvement.
Develop succession plans and leadership pipelines that strengthen organizational capability and future growth.
Recruit, hire, onboard, develop, and retain top-performing sales talent and future sales leaders.
Drive organizational effectiveness through performance management, leadership development, and talent planning initiatives.
Champion innovation and modern sales practices, ensuring leaders and sellers effectively leverage emerging technologies to improve productivity and customer outcomes.
Establish disciplined execution across forecasting, pipeline inspection, account planning, deal strategy, territory management, and sales process adherence.
Drive adoption of enterprise sales methodologies including MEDDPICC, value selling, executive engagement, and strategic account planning.
Coach leaders and sellers through complex enterprise opportunities, executive negotiations, competitive situations, and transformational deals.
Improve seller productivity, manager effectiveness, and organizational performance through data-driven decision making.
Leverage AI-powered account intelligence and market insights to identify whitespace opportunities, buying signals, competitive risks, and customer expansion opportunities.
Incorporate AI-enabled tools into forecasting, pipeline inspection, opportunity management, account planning, and sales coaching processes.
Establish best practices for responsible use of AI across prospecting, executive engagement, stakeholder mapping, account research, and deal preparation.
Establish and strengthen C-level relationships within strategic enterprise accounts.
Serve as an executive sponsor for key customers and partners throughout the region.
Participate in executive briefings, strategic account reviews, customer advisory engagements, and complex negotiations.
Foster a partner-first culture that maximizes leverage from resellers, distributors, alliance partners, hyperscalers, and strategic technology partners.
Partner closely with Sales Engineering, Customer Success, Professional Services, Marketing, Product, Finance, and Revenue Operations leaders to drive business outcomes.
Influence go-to-market strategy, market expansion initiatives, territory planning, compensation strategy, and resource allocation decisions.
Collaborate with executive leadership to identify growth opportunities, mitigate risks, and improve organizational performance.
Represent Infoblox at customer events, industry conferences, partner engagements, and executive leadership forums.