Senior Major Account Manager - Federal Civilian

Senior Account Executive – Federal CivilianWe 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.In a world where you can be anything, Be Infoblox.We have an opportunity for a Senior Account Executive – Federal Civilian to join our Federal Sales team in the DC/MD/VA area, reporting to the Director, Federal Sales - Civilian. In this pivotal role, you will be growing revenues within an install base and acquiring new accounts. This includes owning and coordinating all aspects of the sales cycle and maintaining and expanding the customer base within Federal Civilian Accounts. In this role, you will be responsible for driving revenue growth, cultivating senior-level relationships, and expanding our footprint within various Federal Civilian Agencies. The ideal candidate is a "hunter" with a deep understanding of the DoD mission, procurement processes, and existing relationships within Civilian Agencies.Be a Contributor — What You'll DoMeet or exceed annual sales quotas by identifying new opportunities and expanding existing contractsBuild and maintain high-level relationships with program managers, contracting officers, and technical stakeholders (C-suite)Work closely with prime systems integrators (FSIs) and resellers to align solutions with agency requirementsDevelop and ensure implementation of business plan and sales strategyPrepare and present accurate forecasts, tracking, and sales plansCollaborate with sales engineers to demonstrate how our technology solves specific, complex mission problems related to cyber, AI, and data securityMaintain sufficient activity levels to achieve sales target (Quota) and build appropriate pipelines to achieve quarterly sales targets for the following two quartersAbility to articulate the business value, ROI, and operational impact of AI solutions to executive and technical stakeholdersComfortable leveraging AI tools to enhance prospecting, account planning, pipeline management, forecasting, and customer engagementBe Prepared — What You BringAt least 7 years in successful technology sales to Federal Civilian Agencies with a proven track record of attaining quotas, using solution selling/target account selling methodologyAbility to understand complex technical problems in the Networking and Security industry at a business levelStrong sales and relationship-building skills with a proven track record in negotiating and closing deals in the assigned territoryExperience in selling at the executive and technical levelExcellent written, presentation, and interpersonal skillsAbility to present technical concepts and business solutions clearly through demonstrations and proposalsSelf-motivated, able to problem solve and work with limited directionMust be comfortable working in a start-up environment, where everyone must have the "roll up your sleeves" and get it done attitudeExcellent communication skillsExperience in DNS, DHCP, and IPAM (DDI) puts you at the front of the lineCloud and Cybersecurity experience is highly desirableProfessionals with superior people skills and a can-do attitude highly desiredDemonstrated understanding of Artificial Intelligence (AI), Generative AI, Machine Learning (ML), and their business applicationsBe Successful — Your PathFirst 90 Days: Immerse in our culture, connect with mentors (Blox Buddies), and map the systems and meet with key stakeholders that rely on your work. Discuss and create short/long term goals.Six Months:Develop a strong partner ecosystemDevelop an expansion plan for your global installed baseWork to qualify your pipeline for expansion and new logo businessOne Year:Have a qualified pipeline of businessHave added 20% new logo accounts to your prospect listManage and maintain existing accounts and ARR renewalsBelong— Your CommunityOur 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, BelongComprehensive health coverage, generous PTO, and flexible work optionsLearning opportunities, career-mobility programs, and leadership workshopsSixteen paid volunteer hours each year, global employee resource groups, and a "No Jerks" policy that keeps collaboration healthyModern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrationsCharitable Giving Program supported by Company MatchWe practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: $140K - $170K plus bonus or commissions.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