Role Description We have an opportunity for a Senior Manager, Regional Sales – Major Account Executives to join and lead our regional new logo acquisition sales team, reporting to the senior director of the EMEA new logo sales organization. In this pivotal role, you will be responsible for growing revenues and coaching and mentoring the regional sales team. You will collaborate with regional sales leaders, marketing and the pan-EMEA teams and you should be well-versed in positioning business value, selling software solutions to enterprise companies, and managing complex sales cycles. This is an exceptional opportunity to join a strong, growing, successful, and innovative organization. Be a Contributor - What You’ll Do: - Meet or exceed revenue targets by providing strategic direction and day-to-day management of the regional sales team - Provide front-line leadership to execute on our corporate strategy in the field - Drive and execute an ARR growth strategy, including: - Growing new business in new accounts - Discerning the total available market, with a plan to increase penetration across multiple product lines in networking, cloud and security - Drive a cadence across the team, setting expectations for activities including but not limited to: - Pipeline reviews - Forecast - MEDDPICC, deal reviews, and value selling (BVA / Business cases) - Enablement - Cross-functional collaboration (channel, field marketing, BDR, professional services, support, and more) - Campaigns, events, and available tools - Recruit, hire, onboard, enable, coach and performance manage A-level sales talent - Maintain a pipeline or “bench” of candidates and interviews against the WHO Hiring process - Actively participate in onboarding to decrease time to productivity of new hires - Instill and foster a “partnering DNA” to derive maximum leverage from resellers, distributors, hyperscalers, technical alliances, and others within the regional ecosystem - Make data-driven decisions in planning across all facets of the business (territory planning, accounts, compensation, etc.), and in forecasting driving for +/- 5% accuracy - Serve as a local steward for Infoblox’s corporate mission and culture Qualifications - 10+ years of experience developing and leading successful sales teams and individual contributors, both direct and through channel partners - Experience in sales, channel sales, and sales management within an IT security company is mandatory - Inspirational and passionate people leader with the ability to draw on personal experience and get directly involved in the process/cycle to support and manage the team in closing complex sales - Strong market knowledge in the tech industry and in selling complex solutions, in multi-product portfolios, to sophisticated, enterprise clients across multiple personas - Experience with value frameworks and value drivers, demonstrating how differentiated technology can deliver positive business outcomes for clients - Process orientation with experience drafting and communicating sales plans that effectively drive business and motivate sales teams - Experience developing and implementing data-driven territory and account plans - Partnering DNA with demonstrable evidence of channel and hyperscaler relationships - A high degree of motivation, creativity, and initiative - Bachelor’s degree or equivalent experience Requirements - First 90 Days: - Immerse in our culture, connect with mentors, and map the systems and stakeholders that rely on your work - Six Months: - Assessed the strengths and weaknesses on the team, taking action to highlight the strengths and address the weaknesses (via coaching, top-grading, or both) - Learned our value proposition, key value drivers, use cases and recipes that the teams should be following; beginning to assess whether the teams are – or are not – following those recipes (and why / why not) - Build a SWOT for your region - Established your cadence with the team - Met as many customers and partners as possible; shadowing at least 10 prospect/customer calls per week across the region - One Year: - Made improvements to the team - Firmly established your cadence - Built plans to capitalize on the strengths/opportunities in the SWOT, and address weaknesses / mitigate threats 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