SENIOR MANAGER, REGIONAL SALES - MAJOR ACCOUNT EXECUTIVES
We are looking for a Senior Manager to lead our regional new logo acquisition sales team in the EMEA region. The role reports to the senior director of the EMEA new‑logo sales organization. Your primary mission is to grow revenue, coach and develop the regional sales team, and collaborate across functions to execute a consistent cadence of sales activities.
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 networking, cloud, and security product lines.
- Drive a cadence across the team, setting expectations for activities such as:
- Pipeline reviews.
- Forecasts.
- 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 interview against the WHO hiring process.
- Actively participate in onboarding to shorten time to productivity of new hires.
- Instill and foster a partnering DNA to leverage 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—ensuring +/- 5% forecasting accuracy.
- Serve as a local steward for Infoblox’s corporate mission and culture.
Qualifications
- 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 that challenged the status quo or unseated entrenched incumbents.
- Inspirational and passionate people leader who draws on personal experience to help the team close complex sales.
- Strong market knowledge in the tech industry and in selling complex solutions across multi‑product portfolios to sophisticated, enterprise clients.
- Experience with value frameworks and drivers, demonstrating how differentiated technology delivers positive business outcomes.
- Process orientation with experience drafting and communicating sales plans that drive business and motivate teams.
- Experience developing and implementing data‑driven territory and account plans, analyzing market and building go‑to‑market strategies for regional penetration.
- AI fluency, including the ability to use AI enterprise tools responsibly while handling confidential and customer information.
- Partnering DNA with demonstrable evidence of channel and hyperscaler relationships.
- A high degree of motivation, creativity, and initiative.
- Bachelor’s degree or equivalent experience.
Path to Success
- First 90 Days: Immerse in our culture, connect with mentors, and map the systems and stakeholders that rely on your work.
- Six Months: Assess team strengths and weaknesses, implement coaching or top‑grading, learn our value proposition and key use cases, build a SWOT for your region, establish your cadence, and shadow at least ten prospect/customer calls per week.
- One Year: Implement improvements, firmly establish cadence, and build plans to capitalize on strengths and opportunities while addressing weaknesses.
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.
- Modern offices with EV charging, healthy snacks (and the occasional cupcake), hackathons, game nights, and cultural celebrations.
- Charitable Giving Program supported by company match.
Salary: €96,000 to €150,000 per annum, based on objective, gender‑neutral criteria. The role is also eligible for a sales commission plan and may be eligible for additional incentive compensation, consistent with the relevant company plans and local law.
We do not ask candidates about their current or previous compensation.
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.
