Senior Major Account Manager - Federal Civilian

Infoblox•Richmond, VA

1d•Remote

About The Position

Infoblox is seeking a Senior Major Account Manager for Federal Civilian accounts in the DC/MD/VA area. The role is part of the Federal Sales team and reports to the Director, Federal Sales - Civilian. The position focuses on growing revenue within the installed base, acquiring new accounts, and owning and coordinating the sales cycle while maintaining and expanding customer relationships across Federal Civilian agencies. The successful candidate will drive revenue growth, build senior-level relationships, and expand Infoblox’s presence across these agencies. The role calls for a hunter with knowledge of Federal Civilian agency environments, procurement processes, and established agency relationships. The account manager will work with prime systems integrators and resellers, collaborate with sales engineers, and communicate the value and mission impact of Infoblox technology, including AI solutions, to executive and technical stakeholders. During the first 90 days, the new hire is expected to learn the company’s culture and systems, meet key stakeholders and mentors, and set short- and long-term goals. By six months, expectations include developing a partner ecosystem, building an expansion plan for the global installed base, and qualifying pipeline for expansion and new-logo business. By one year, the candidate should have a qualified pipeline, add 20% new-logo accounts to the prospect list, and manage existing accounts and ARR renewals. The role offers a base salary of $140,000–$170,000 plus bonus or commissions.

Requirements

At least 7 years of successful technology sales to Federal Civilian agencies, with a record of quota attainment and use of solution-selling or target-account-selling methodology.
Ability to understand complex technical problems in networking and security at a business level.
Strong sales and relationship-building skills, with a record of negotiating and closing deals in the assigned territory.
Experience selling to executive and technical audiences.
Excellent written, presentation, interpersonal, and communication skills.
Ability to clearly present technical concepts and business solutions through demonstrations and proposals.
Self-motivated, able to solve problems, and able to work with limited direction.
Comfort working in a startup environment and taking a hands-on, get-it-done approach.
Demonstrated understanding of AI, Generative AI, Machine Learning, and their business applications.

Nice To Haves

Experience in DNS, DHCP, and IPAM (DDI).
Cloud and cybersecurity experience.
Superior people skills and a can-do attitude.
Existing relationships within Federal Civilian agencies and familiarity with procurement processes.

Responsibilities

Meet or exceed annual sales quotas by identifying new opportunities and expanding existing contracts.
Build and maintain high-level relationships with program managers, contracting officers, and technical stakeholders, including C-suite contacts.
Work with prime systems integrators (FSIs) and resellers to align solutions with agency requirements.
Develop and ensure implementation of a business plan and sales strategy.
Prepare and present accurate forecasts, tracking, and sales plans.
Collaborate with sales engineers to demonstrate how Infoblox technology addresses complex mission problems involving cyber, AI, and data security.
Maintain activity levels and build pipelines sufficient to achieve sales targets for the current and following two quarters.
Explain the business value, ROI, and operational impact of AI solutions to executive and technical stakeholders.
Use AI tools to support prospecting, account planning, pipeline management, forecasting, and customer engagement.
Develop a strong partner ecosystem and an expansion plan for the global installed base.
Qualify pipeline for expansion and new-logo business.
Build a qualified pipeline, add 20% new-logo accounts to the prospect list, and manage existing accounts and ARR renewals.