Senior Sales Engineer - West Japan

Infoblox

9d • Hybrid

About The Position

At Infoblox, every breakthrough begins with a bold “what if.” What if your ideas could ignite global innovation? What if your curiosity could redefine the future? We invite you to step into the next exciting chapter of your career journey. Bring your creativity, drive, your daring spirit, and feel what it’s like to thrive on a team big enough to make an impact, yet small enough to make a difference. Our cloud-first networking and security solutions already protect 70% of the Fortune 500 , and we’re looking for creative thinkers ready to push that influence even further. Join us and discover how far your bold “what if” can take the world, your community, and your career. Here, how we empower our people is extraordinary: Glassdoor Best Places to Work 2025, Great Place to Work-Certified in five countries, and Cigna Healthy Workforce honors three years running — and what we build is world-class: recognized as CybersecAsia’s Best in Critical Infrastructure 2024 — evidence that when first-class technology meets empowered talent, remarkable careers take shape. So, what if the next big idea, and the next great career story, comes from you? Become the force that turns every “what if” into “what’s next”. In a world where you can be anything, Be Infoblox . Senior Sales Engineer – West Japan We have an opportunity for a Senior Sales Engineer - West Japan to join our Japan sales team in Osaka or Kobe, reporting to the Manager, Sales Engineering - Japan. In this pivotal role, you will serve as the trusted technical advisor to our customers and partners, providing presales consultation, solution recommendations, and hands-on support to help identify business challenges and propose effective technical designs and solutions. Collaborating closely with sales, channel and cross-functional teams to drive revenue growth through high-touch presales engagements and end-to-end technical guidance throughout the entire sales cycle - from initial discovery to successful deal closure. At Infoblox, you will thrive in a collaborative and innovative environment that values excellence, continuous learning, and career development.

Requirements

• Bachelor’s degree in Computer Science/Engineering, or equivalent
• Minimum 8+ years of experience in sales engineering or customer-facing presales technical presales role, preferably within a direct sales environment
• Strong hands-on expertise in networking, cloud infrastructure, and cybersecurity technologies
• Demonstrated ability to run value selling motions end to end: discovery, diagnosis, quantification (ROI/TCO), PoV proof, executive business case, and value realization handoff
• Proven experience designing and conducting PoV engagements with outcome-based success criteria and telemetry-driven valuation
• Working proficiency with value-based selling frameworks (eg. MEDDICC/MEDDPICC, Challenger, SPIN) including access to the economic buyer and clear definition of metrics and decision criteria
• Practical experience with AI tools in presales (eg. LLM copilots, prompt engineering, retrieval-augmented generation, summarization, translation, and data analysis) to accelerate discovery notes, RFP/RFI responses, demo storylines, competitive battlecards, and PoV telemetry analysis
• Experience applying AI to accelerate account preparation, competitive positioning, proposal development, and opportunity follow-through
• Strong discipline in using AI alongside Salesforce and established sales processes to support better execution, higher quality output, and improve productivity
• Comfortable operating in a dynamic, start-up environment, with a proactive and hands-on approach to problem-solving and cross-functional collaboration

Nice To Haves

• First 90 Days: Immerse in our culture, connect with mentors, and map the systems and stakeholders that rely on your work. Stand up AI-assisted value discovery guides, an approved prompt library grounded in corporate content, and standard PoV success criteria and dashboards for your key segments.
• Six Months: Work autonomously in sales engagement and technical discussion, conducting PoC/PoV independently, and use functional teams to provide additional support. Deliver multiple quantified business cases and PoVs that validate outcomes against baseline metrics; demonstrate measurable improvements in proposal/RFP turnaround and MEDDICC completeness via AI workflows.
• One Year: Own your domain, mentor the next newcomer, create and recommend new product features and enhancements, speaking in webinars, marketing events and/or writing technical blogs, and meet or exceed your annual targets. Be recognized for advancing value selling excellence, codifying AI-enabled presales practices, and capturing customer outcome stories that raise win rates and shorten cycle times.

Responsibilities

• Lead customer value discovery to uncover critical pains, desired outcomes, and decision criteria; translate these into measurable hypotheses, KPIs, and executive win-themes that guide the sales strategy
• Diagnose the customer’s current state and design the desired future state architecture, mapping Infoblox capabilities to quantified business outcomes, risk reduction, and time-to-value
• Build executive-ready ROI/TCO models and qualified business cases that articulate economic impact, cost of inaction, productivity gains, and operational risk mitigation
• Plan and execute PoV engagements with clear success criteria tied to outcomes; baseline current performance, instruction telemetry, and validate value hypotheses with agreed metrics
• Drive a mutual evaluation plan with the account team and champion, aligning to Meddicc/Meddpicc elements (Metrics, Economic Buyer, Decision Criteria/Process, Paper Process, Identified Pain, Champion, Competition)
• Present value narratives to technical and non-technical stakeholders, including C-level audiences, using clear storytelling that connects architecture choices to financial and operational results
• Differentiate against competitors using value-based messaging – emphasize measurable outcomes, total economic impact, and unique risk coverage rather than feature parity
• Collaborate on pricing and packaging anchored in delivered value; recommend right-sized scopes, phased value realization, and reference architectures that accelerate adoption
• Maintain rigorous SFDC hygiene and cadence: document value hypotheses, PoV success criteria, metrics status, economic buyer access, and next best actions throughout the cycle
• Capture validated outcomes and customer references; contribute quantified value stories, templates, ROI calculators, and playbook assets back to the field for reuse
• Leverage AI-enabled presales workflows across discovery, solutioning, and execution: account research, call note summarization, action-item extraction, competitive analysis, RFP/RFI drafting, demo/storyline generation, and PoV telemetry analysis tied to value metrics
• Build and maintain reusable AI prompt libraries, templates, and governed knowledge bases to ground outputs in approved content; continuously refine prompts for accuracy and tone
• Leverage AI-assisted insights to sharpen customer discovery, tailor value messaging, and improve technical and storytelling

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.

What This Job Offers

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