Senior Sales Engineer

Infoblox

16d•Remote

About The Position

Infoblox is seeking a Senior Sales Engineer to join its Australia sales team in Canberra. Reporting to the Senior Manager, Sales Engineering - ANZ, this role serves as a trusted technical advisor to customers and partners. The Senior Sales Engineer provides presales consultation, solution recommendations, and hands-on support to identify business challenges and propose effective technical designs and solutions. The role collaborates with sales, channel, and cross-functional teams to drive revenue through high-touch presales engagements and technical guidance across the full sales cycle, from discovery through deal closure. The position focuses on value-based selling and AI-enabled presales. The successful candidate will uncover customer needs, design future-state architectures, quantify business outcomes, build ROI/TCO cases, and plan proof-of-value engagements with measurable success criteria. They will guide evaluation plans, communicate value to technical and executive audiences, differentiate Infoblox against competitors, and maintain accurate opportunity records. They will also use and develop governed AI workflows and reusable resources for account research, discovery, proposals, competitive analysis, demonstrations, and proof-of-value evaluation. In the first 90 days, the role is expected to establish AI-assisted value discovery guides, an approved prompt library, and standard proof-of-value criteria and dashboards. Within six months, the engineer should independently conduct sales and technical engagements and deliver quantified business cases and proof-of-value projects. Within one year, the engineer is expected to own their domain, mentor new colleagues, contribute product recommendations and external thought leadership, and meet or exceed annual targets.

Requirements

Bachelor’s degree in Computer Science or Engineering, or equivalent.
At least 8 years of experience in sales engineering or a customer-facing presales technical role, preferably in a direct sales environment.
Strong hands-on expertise in networking, cloud infrastructure, and cybersecurity technologies.
Ability to run value-selling motions end to end, including discovery, diagnosis, ROI/TCO quantification, proof-of-value, executive business cases, and value-realization handoff.
Experience designing and conducting proof-of-value engagements with outcome-based success criteria and telemetry-driven valuation.
Working proficiency with value-based selling frameworks such as MEDDICC/MEDDPICC, Challenger, or SPIN, including economic-buyer access and clear metrics and decision criteria.
Practical experience using AI tools in presales, such as LLM copilots, prompt engineering, retrieval-augmented generation, summarization, translation, and data analysis.
Experience applying AI to account preparation, competitive positioning, proposal development, and opportunity follow-through.
Discipline in using AI alongside Salesforce and established sales processes to improve execution, output quality, and productivity.
Comfort working in a dynamic, start-up environment with a proactive, hands-on approach to problem-solving and cross-functional collaboration.

Responsibilities

Lead customer value discovery to identify customer pain points, desired outcomes, and decision criteria, and translate them into measurable hypotheses, KPIs, and executive win themes.
Assess customers’ current environments and design future-state architectures that connect Infoblox capabilities to business outcomes, risk reduction, and time-to-value.
Develop executive-ready ROI/TCO models and qualified business cases addressing economic impact, cost of inaction, productivity gains, and operational risk mitigation.
Plan and execute proof-of-value engagements with outcome-based success criteria, baseline measures, telemetry, and agreed metrics.
Develop mutual evaluation plans with account teams and customer champions, aligning them with MEDDICC/MEDDPICC elements.
Present value narratives to technical and non-technical stakeholders, including C-level audiences.
Differentiate Infoblox from competitors using value-based messaging focused on measurable outcomes, economic impact, and risk coverage.
Collaborate on pricing and packaging based on delivered value, recommending appropriately scoped and phased solutions and reference architectures.
Maintain Salesforce opportunity records and sales cadence, documenting hypotheses, proof-of-value criteria, metrics, economic-buyer access, and next actions.
Capture validated customer outcomes and references, and contribute reusable value stories, templates, ROI calculators, and playbook materials.
Use AI-enabled presales workflows for account research, call-note summarization, action-item extraction, competitive analysis, RFP/RFI drafting, demo-storyline generation, and proof-of-value telemetry analysis.
Build and maintain reusable AI prompt libraries, templates, and governed knowledge bases grounded in approved content, and refine prompts for accuracy and tone.
Use AI-assisted insights to improve customer discovery, value messaging, technical solutioning, and storytelling.
Establish AI-assisted value discovery guides, approved prompts, and standard proof-of-value criteria and dashboards for key segments.
Conduct sales engagements and technical discussions independently, run PoC/PoV engagements, and coordinate support from functional teams.
Deliver quantified business cases and proof-of-value projects, and improve proposal/RFP turnaround and MEDDICC completeness using AI workflows.
Mentor new colleagues, recommend product features and enhancements, speak at webinars and marketing events and/or write technical blogs, and meet or exceed annual targets.