Strategic Account Executive - Bay Area

Infoblox•Sacramento, CA

1d•$147,400 - $167,020•Remote

About The Position

Infoblox is hiring a Strategic Account Executive for its Bay Area sales team. Reporting to the Director, Regional Sales, this role focuses on growing revenue within the existing install base and acquiring new enterprise accounts. The position owns and coordinates all aspects of the sales cycle, maintains and expands the customer base, and collaborates closely with the BDR, Field Marketing, Solutions Architecture, and Regional Sales teams. The successful candidate will develop new business, grow key accounts, build channel and distributor relationships, and meet revenue and profitability objectives. The role also involves preparing forecasts and sales plans, maintaining a pipeline for quarterly targets, and working with engineering and marketing counterparts to address product issues. The Strategic Account Executive should be able to explain the business value, ROI, and operational impact of AI solutions to executive and technical stakeholders, and use AI tools to support sales activities. Success measures include building at least $1 million ACV in new-business-qualified pipeline and closing an initial opportunity within six months. By one year, the goal is to build at least $2 million ACV in qualified pipeline, close at least $500,000 ACV in new-business bookings, maintain a qualified 4x pipeline, and add 25% new-logo accounts to the prospect list.

Requirements

8+ years of successful technology sales experience, with a proven record of attaining quotas and using solution-selling or target-account-selling methodologies.
Ability to understand complex technical problems in the networking and security industry at a business level.
Strong sales and relationship-building skills, with a proven record of negotiating and closing deals in the assigned territory.
Experience selling at the executive level.
Excellent written, presentation, interpersonal, and communication skills.
Ability to present technical concepts and business solutions clearly through demonstrations and proposals.
Self-motivated, able to solve problems, and able to work with limited direction.
Comfort working in a startup environment with a hands-on, get-it-done attitude.
Demonstrated understanding of Artificial Intelligence (AI), Generative AI, Machine Learning (ML), and their business applications.

Responsibilities

Hunt for new logos and drive sales revenue growth.
Attain sales revenue and profitability objectives by developing new business.
Drive key account sales.
Develop and ensure implementation of the business plan and sales strategy.
Prepare and present accurate forecasts, tracking, and sales plans.
Build the value-added channel and distributor network.
Cultivate working relationships with engineering and marketing counterparts to identify and address product quality, delivery, and design issues.
Maintain sufficient activity to achieve sales quota and build pipeline to support quarterly sales targets for the following two quarters.
Articulate the business value, ROI, and operational impact of AI solutions to executive and technical stakeholders.
Leverage AI tools for prospecting, account planning, pipeline management, forecasting, and customer engagement.
Implement a territory plan and maintain an activity level of 8–10 customer meetings per week.
Build new-business-qualified pipeline, close new-business opportunities, and add new-logo accounts to the prospect list.