[Remote] Senior Major Account Executive - Bay Area

Note: The job is a remote job and is open to candidates in USA. Infoblox is a leading provider of cloud-first networking and security solutions. They are seeking a Senior Major Account Executive to join their West New Logo Sales team, focusing on acquiring new accounts and generating leads to convert them into customers.ResponsibilitiesCollaborate with your local team to build a comprehensive territory and account planDrive new business opportunities in networking, security, and cloud solutionsIdentify and pursue new opportunities through sales-specific actions, marketing, and channel effortsEngage in 8-10 new business customer interactions per weekInitiate contact with prospects across multiple personas (networking, security, cloud) through cold calls, emails, and networkingDevelop and execute strategies to generate new business leads with a combination of marketing, channel, and personally-driven campaignsUtilize prospecting tools like ZoomInfo, LinkedIn Sales Navigator, and Highspot Digital Sales RoomsConduct expert discovery and apply the MEDDPICC deal qualification frameworkFollow established sales recipes, including workshops and assessmentsConduct one Security Workshop per month and seven Security Assessments per yearReach the economic buyer by leveraging business value assessments and business casesAll new logos over 50K should have a BVAHold at least 2 partner meetings per week with resellers, Hyperscalers, and tech alliancesLeverage the Hyperscalers and transact at least 1 deal per quarter through a Hyperscaler marketplaceMaintain forecasting accuracy within plus/minus 10%Closed wins will be handed off to the Major Account Manager team after 30 daysSkillsMinimum 7 years of successful technology sales, preferably in a hunter role focused on new business acquisitionReferences from C-levels in at least 3 accounts where you have successfully broken in with a portfolio of productsProven track record of: Demonstrated success in meeting and exceeding sales targetsOpening Fortune 1000 (or like-size) accounts with 6-figure ACV dealsBuilding C-level relationshipsSuccessfully disrupting incumbent technologies and challenging the status quo by successfully selling emerging technologies (i.e. technologies that are not part of an established market)Cultivating Partner ecosystems, including channel, hyperscaler, and tech alliancesSelling a portfolio of products in multi-stakeholder customer engagements (Economic Buyer, CIO, CISO, Finance, Risk/SecOps, etc.)Value selling, including using advanced business value assessments (BVA) or ROI modelsProficient with using CRM software and other sales tools (including by not limited to: Salesforce.com, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo / 6senseExcellent communication skills and highly self-motivatedWork remotely from home office in S. California, AZ, NM, NV, or UT; travel required up to 25%Bachelors degreeBenefitsComprehensive health coverageGenerous PTOFlexible work optionsLearning opportunitiesCareer-mobility programsLeadership workshopsSixteen paid volunteer hours each yearGlobal employee resource groups“No Jerks” policy that keeps collaboration healthyModern offices with EV chargingHealthy snacks (and the occasional cupcake)Hackathons, game nights, and culture celebrationsCharitable Giving Program supported by Company MatchPay transparency and reward performanceCompany OverviewInfoblox develops network identity solutions enabling businesses to automate network control functions to reduce costs and boost security. It was founded in 1999, and is headquartered in Santa Clara, California, USA, with a workforce of 1001-5000 employees. Its website is http://www.infoblox.com.