[Remote] Director, Regional Sales - Major Account Executives

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, and they are seeking a Director of Regional Sales - Major Account Executives. In this pivotal role, you will lead the regional new logo acquisition sales team, responsible for growing revenues and coaching the sales team while collaborating with various stakeholders across the organization.

Responsibilities

• 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
• Use approved AI tools to strengthen new-logo territory planning, whitespace analysis, account prioritization, deal reviews, and team enablement, while validating outputs before acting on them
• Make data-driven decisions in planning across all facets of the business (territory planning, accounts, compensation, etc.), and in forecasting
• Serve as a local steward for Infoblox’s corporate mission and culture

Skills

• Over 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
• AI fluency, including the ability to use AI enterprise tools to accelerate research, planning, coaching, and communication while handling confidential and customer information responsibly
• Partnering DNA with demonstrable evidence of channel and hyperscaler relationships
• A high degree of motivation, creativity, and initiative
• Bachelor's degree or equivalent experience

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

Company Overview