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Territory Account Manager

2 weeks ago

Melbourne, Australia Infoblox Full time

It’s an exciting time to be at Infoblox. Named a Top 25 Cyber Security Company by The Software Report and one of _Inc_. magazine’s Best Workplaces for 2020, Infoblox is the leader in cloud-first networking and security services. Our solutions empower organizations to take full advantage of the cloud to deliver network experiences that are inherently simple, scalable, and reliable for everyone. Infoblox customers are among the largest enterprises in the world and include 70% of the Fortune 500, and our success depends on bright, energetic, talented people who share a passion for building the next generation of networking technologies—and having fun along the way.

We are looking for a Territory Account Manager to join our Australia team. You can be based remotely in Perth, Brisbane, Canberra, or Melbourne, and will report to the country manager of Australia and New Zealand. In this role, you will own revenue growth and expand the Infoblox footprint across the Australian market by driving new logos, building a robust pipeline of opportunities, and increasing “stickiness” with existing customer accounts through cross-selling and upselling.

**What you’ll do**:

- Direct and drive sales growth across both the Enterprise and Commercial spaces
- Hunting and driving new logos, platform expansion, and install base upsell. Continuously build a sales pipeline, and cultivate new business opportunities
- Develop strategic account plans focused on growing accounts
- Understand customers’ business and organizational landscapes and uncover opportunities by identifying unmet needs
- Own forecasts and manage variance, tracking, and sales plans
- Cultivate relationships and collaborate closely with solution architects and Channel and Engineering teams to identify and address customers’ business needs, challenges, and technical requirements
- Leverage external partners to drive solution development in new areas/prospects
- Coordinate with the Business Development team to strategize lead and sales opportunity qualifications
- Create innovative solutions that address the customer value chain and business requirements

**What you’ll bring**:

- Strong understanding of complex technical problems in the networking and security and/or cloud industry
- Experience selling SaaS technology with a strong track record of hitting and exceeding targets
- Strong business acumen, results-oriented mindset, ability to build a strong business pipeline, and accurate deal-closing skills
- Strong relationship-building skills and experience selling at the executive level
- A “roll up your sleeves” and a “can-do” attitude
- A willingness to collaborate across teams both internally and externally to drive positive outcomes
- Agility, velocity, sense of urgency, and flexibility
- Discipline and the ability to structure activities against time, pipelines, and desired outcomes
- A customer-centric focus and the ability to build relationships with customers

**What success looks like**:
***
After six months, you will
- Confidently communicate Infoblox technology offering and our value proposition
- Be building new quality pipelines, ramping up, and executing activities driving towards deal closures
- Develop go-to-market (GTM) strategies and account business plans for key and named accounts
- Maintain good sales operational hygiene - forecast accuracy, discipline, and know your accounts/business
- Build and deepen relationships with stakeholders, both internally (ie. Solutions Architect, Channel Sales, Marketing, Renewals, etc.) and externally (ie. Partner network and ecosystem) to build economies of scale and momentum

After twelve months, you will
- Further refine GTM and long-term pipeline growth, improving competency across our key offerings (B1DDI, TD, etc.)
- Deliver consistent or exceed quarterly results
- Expand your customer portfolio across key strategic verticals within 12-18 months
- Successfully execute your 12-month plan and integrate with other teams/stakeholders (PS, Channels, PSS, etc.)

**We’ve got you covered**:
***
Our holistic** **benefits** package includes coverage of your health, wealth, and wellness—as well as a great work environment, employee programs, and company culture. We offer a competitive salary and benefits package, and generous paid time off to help you balance your life. We have a strong culture and live our **values** **every day—we believe in transparency, curiosity, respect, and above all, having fun while delighting our customers.

**Why Infoblox?**
***
We’ve created a culture that embraces **diversity, equity, and inclusion** and rewards innovation, curiosity, and creativity. We achieve remarkable results by working together in a supportive environment that focuses on continuous learning and embraces change. So, whether you’re a software engineer, marketing manager, customer care pro, or product specialist, you belong here, where you will have the opportunity to grow and develo