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Senior Manager, Regional Sales

vor 2 Wochen

Munich, Bayern, Deutschland Infoblox Vollzeit
Description

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 MANAGER, REGIONAL SALES - MAJOR ACCOUNT EXECUTIVES

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
    • Upselling and cross-selling in existing accounts
    • Driving increases in net renewals, while minimizing churn
    • Discerning the total available whitespace, 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

Be Prepared - What You Bring:  

  • 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; ideally from a company where you have had to challenge the status quo and/or unseat entrenched incumbents
  • 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. Experience analyzing the market, and developing a go-to-market strategy to grow penetration within the region.
  • Partnering DNA with demonstrable evidence of channel and hyperscaler relationships
  • A high degree of motivation, creativity, and initiative
  • Bachelor's degree or equivalent experience

Be Successful – Your Path:   

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

Belong — Your Community  

Our culture thrives on inclusion, rewarding the bold ideas, curiosity, and creativity that move us forward. In a community where every voice counts, continuous learning is the norm. So, whether you code, create, sell, or care for customers, you'll grow and belong here.   

Be Rewarded — Benefits That Help You Grow, Thrive, Belong  

  • 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   

Ready to Be the Difference?  
  
 Infoblox is an Affirmative Action and Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis  

 

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