Senior Major Account Executive - New Logo

Infoblox•Sacramento, CA

About The Position

Infoblox is hiring a Senior Major Account Executive focused on acquiring new accounts and generating and converting new leads. The role owns and coordinates all aspects of the sales cycle, develops new business in networking, security, and cloud solutions, and works with the BDR, Field Marketing, Solutions Architecture, partners, and the West Sales Team. It calls for a proactive hunter mindset, entrepreneurial spirit, ethical and transparent conduct, and a record of winning new business. The posting identifies the territory as SoCal, while also referring to a primary focus on the Chicago metro. The position involves territory and account planning, prospecting across multiple customer personas, discovery and deal qualification, executive engagement, partner development, and accurate forecasting. The seller uses CRM, sales intelligence, analytics, conversation intelligence, and AI-enabled tools to research accounts, personalize outreach, develop pipeline, assess opportunities, and improve forecasts. Generative AI must be used responsibly, with attention to accuracy, confidentiality, brand standards, and company security, privacy, and ethical-use requirements. Success milestones include learning the company’s culture, systems, and stakeholders during the first 90 days; becoming confident in delivering proofs of concept, webinars, and value propositions by six months; and, within one year, building a pipeline worth three times quota, delivering consistent quarterly results, and developing a network of external champions. The role offers a base salary of $140,000–$160,000 plus bonus or commissions.

Requirements

At least 7 years of successful technology sales experience, preferably in a hunter role focused on new-business acquisition.
References from C-level executives at a minimum of three accounts where the candidate established relationships and introduced a portfolio of products.
A record of meeting and exceeding sales targets.
Experience opening Fortune 1000 or similarly sized accounts and closing six-figure ACV opportunities.
Ability to build trusted C-level relationships.
Experience disrupting incumbent technologies and selling emerging solutions that may not yet be part of an established market.
Experience cultivating partner ecosystems across channel organizations, hyperscalers, and technology alliances.
Experience selling a portfolio of products through complex, multi-stakeholder engagements involving economic buyers, CIOs, CISOs, Finance, Risk, SecOps, and other decision-makers.
Experience applying value-selling methodologies, including Business Value Assessments and ROI models.
Experience using AI-enabled sales tools, account intelligence, conversation intelligence, and data analytics to improve prospecting, account planning, pipeline development, deal execution, and forecast accuracy.
Curiosity and adaptability in adopting emerging AI capabilities to improve seller productivity and customer experience.
Responsible use of generative AI, including protecting confidential information, checking AI-generated content for accuracy, and following company security, privacy, and ethical-use standards.
Proficiency with CRM and sales technology platforms, including Salesforce, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo, 6sense, and relevant AI-enabled sales applications.
Strong analytical skills and the ability to turn sales intelligence and AI-generated insights into clear, actionable account and opportunity strategies.
Excellent written, verbal, and executive-level communication skills.
Self-motivated, accountable, and comfortable working in a fast-paced, entrepreneurial sales environment.
Bachelor’s degree or equivalent relevant experience.

Responsibilities

Collaborate with the local team to build and execute a comprehensive territory and account plan.
Use sales intelligence and analytics to identify high-potential accounts, buying signals, whitespace opportunities, and priority personas, and refine account strategies and territory coverage.
Drive new business opportunities in networking, security, and cloud solutions.
Research target accounts, personalize outreach, identify business challenges, and generate new-logo pipeline using AI-powered tools.
Identify and pursue new opportunities through sales actions, marketing programs, channel partnerships, and individual campaigns.
Complete 8–10 new-business customer interactions per week.
Contact prospects across networking, security, and cloud personas through cold calls, email, social selling, and professional networking.
Use tools such as ZoomInfo, LinkedIn Sales Navigator, Highspot Digital Sales Rooms, and approved AI-enabled sales applications to support prospecting.
Use generative AI responsibly for prospect research, communications, and meeting preparation while maintaining accuracy, confidentiality, and brand standards.
Conduct discovery and qualify deals using the MEDDPICC framework; validate AI-generated insights through customer engagement and sales judgment.
Follow established sales recipes, including workshops and assessments; conduct one Security Workshop per month and seven Security Assessments per year.
Engage economic buyers using business value assessments and business cases; include a Business Value Assessment in every new-logo opportunity over $50,000.
Use research and analytical tools, where appropriate, to quantify customer outcomes and tailor executive value propositions.
Hold at least two partner meetings per week with resellers, hyperscalers, and technology-alliance partners.
Use hyperscaler relationships and transact at least one deal per quarter through a hyperscaler marketplace.
Identify co-selling, joint prospecting, and coordinated market-engagement opportunities with partners.
Maintain forecasting accuracy within plus or minus 10% and keep CRM data complete and accurate.
Use CRM, forecasting platforms, and AI-generated opportunity insights to assess deal health, identify risks, and improve forecast accuracy.