Senior Director, Strategic & Named Accounts - Central

Senior Director, Regional Strategic & Named Accounts - Central

We have an opportunity for a Senior Director, Regional Strategic & Named Accounts – Central to join our Americas Sales Organization, reporting to the Vice President of Strategic and Named Accounts.

This executive sales leader will own a significant regional business, driving enterprise growth across multiple geographies, industries, and strategic customer segments. The Senior Director will lead a high-performing organization comprised of Regional Sales Managers, Enterprise Account Executives, and future sales leaders responsible for new logo acquisition, customer expansion, strategic account penetration, and long-term customer value creation.

As a member of the Americas Sales Leadership Team, you will be responsible for delivering bookings growth, pipeline creation, forecast predictability, market expansion, organizational development, and execution of Infoblox's enterprise go-to-market strategy. You will partner closely with executive leadership across Sales, Customer Success, Professional Services, Marketing, Channel, Product, Finance, and Revenue Operations to accelerate growth and strengthen Infoblox's leadership position in the market.

This role requires a proven enterprise sales executive with a track record of scaling high-performing organizations, developing leaders, building executive customer relationships, and consistently exceeding aggressive growth targets within cybersecurity, networking, cloud, SaaS, or adjacent enterprise technology markets.

Be a Contributor — What You'll Do

• Own a regional business with responsibility for bookings, revenue growth, pipeline generation, forecast accuracy, customer retention, and market expansion
• Develop and execute regional growth strategies aligned with Infoblox's corporate objectives and long-term market priorities
• Drive balanced execution across new logo acquisition, customer expansion, competitive displacement, strategic account growth, and partner-led opportunities
• Establish scalable operating rhythms that deliver predictable business outcomes and support long-term growth
• Lead annual business planning, territory design, resource allocation, market segmentation, and investment prioritization
• Utilize AI-driven insights to improve business planning, forecasting accuracy, territory strategy, account prioritization, and resource allocation decisions
• Drive adoption of technology and data-driven practices that improve organizational productivity, pipeline quality, and sales execution

Leadership and Organizational Development

• Lead and develop multiple layers of sales leadership, including Regional Sales Managers, District Sales Managers and Enterprise Account Executives
• Build a culture of accountability, operational excellence, coaching, and continuous improvement
• Develop succession plans and leadership pipelines that strengthen organizational capability and future growth
• Recruit, hire, onboard, develop, and retain top-performing sales talent and future sales leaders
• Drive organizational effectiveness through performance management, leadership development, and talent planning initiatives
• Champion innovation and modern sales practices, ensuring leaders and sellers effectively leverage emerging technologies to improve productivity and customer outcomes

Strategic Sales Execution

• Establish disciplined execution across forecasting, pipeline inspection, account planning, deal strategy, territory management, and sales process adherence
• Drive adoption of enterprise sales methodologies including MEDDPICC, value selling, executive engagement, and strategic account planning
• Coach leaders and sellers through complex enterprise opportunities, executive negotiations, competitive situations, and transformational deals
• Improve seller productivity, manager effectiveness, and organizational performance through data-driven decision making
• Leverage AI-powered account intelligence and market insights to identify whitespace opportunities, buying signals, competitive risks, and customer expansion opportunities
• Incorporate AI-enabled tools into forecasting, pipeline inspection, opportunity management, account planning, and sales coaching processes
• Establish best practices for responsible use of AI across prospecting, executive engagement, stakeholder mapping, account research, and deal preparation

Executive Customer and Partner Engagement

• Establish and strengthen C-level relationships within strategic enterprise accounts
• Serve as an executive sponsor for key customers and partners throughout the region
• Participate in executive briefings, strategic account reviews, customer advisory engagements, and complex negotiations
• Foster a partner-first culture that maximizes leverage from resellers, distributors, alliance partners, hyperscalers, and strategic technology partners

Cross-Functional Leadership

• Partner closely with Sales Engineering, Customer Success, Professional Services, Marketing, Product, Finance, and Revenue Operations leaders to drive business outcomes
• Influence go-to-market strategy, market expansion initiatives, territory planning, compensation strategy, and resource allocation decisions
• Collaborate with executive leadership to identify growth opportunities, mitigate risks, and improve organizational performance
• Represent Infoblox at customer events, industry conferences, partner engagements, and executive leadership forums

Be Prepared — What You Bring

• 15+ years of enterprise technology sales experience
• 10+ years of sales leadership experience
• 5+ years leading leaders, including Directors, District Sales Managers, or equivalent leadership roles
• Proven success leading multi-layered enterprise sales organizations responsible for large-scale regional revenue ownership
• Demonstrated experience owning and growing complex, high-value customer portfolios with responsibility for annual bookings attainment and revenue growth.
• Track record of building, scaling, and transforming high-performing enterprise sales organizations
• Demonstrated success leveraging AI-powered technologies, analytics platforms, and data-driven insights to improve forecasting accuracy, pipeline quality, customer engagement, and organizational performance
• Experience driving adoption of modern sales technologies and digital transformation initiatives within enterprise sales organizations
• Ability to coach leaders and sellers on the responsible use of AI for account research, stakeholder mapping, customer engagement, sales planning, and operational execution
• Curiosity and commitment to continuously learning emerging technologies and their impact on enterprise customers, go-to-market strategy, and sales effectiveness
• Experience developing future sales leaders and building strong leadership bench strength
• Proven ability to consistently exceed growth objectives while driving operational excellence and forecast predictability
• Experience selling cybersecurity, networking, cloud, SaaS, infrastructure, or adjacent enterprise technology solutions
• Strong expertise in enterprise account management, strategic account planning, customer expansion strategies, and executive relationship development
• Deep understanding of enterprise sales methodologies, forecasting discipline, pipeline management, and organizational performance metrics
• Demonstrated success partnering across Customer Success, Professional Services, Technical Sales, Marketing, Product, Finance, and Channel organizations
• Strong executive presence with the ability to influence senior stakeholders, customers, partners, and internal leadership teams
• Experience presenting business performance, growth strategies, and investment recommendations to executive leadership
• Strong financial and business acumen, including forecasting, workforce planning, territory strategy, and investment prioritization
• Bachelor's degree required; MBA preferred

Be Successful — Your Path

First 90 Days

• Assess organizational strengths, leadership capabilities, and growth opportunities across the region
• Build relationships with key customers, partners, and executive stakeholders
• Evaluate territory performance, pipeline health, forecast accuracy, and market opportunities
• Develop a regional SWOT analysis and strategic growth plan
• Establish operating rhythms for forecasting, pipeline reviews, account planning, and performance management
• Participate in executive customer and partner engagements to understand market dynamics and growth opportunities

Six Months

• Improve organizational performance through leadership coaching, talent development, and operational rigor
• Strengthen forecast accuracy, pipeline accountability, and strategic account planning disciplines
• Implement initiatives that accelerate new logo acquisition, customer expansion, and partner-led growth
• Improve collaboration across Sales, Customer Success, Professional Services, Marketing, and Channel teams
• Develop leadership succession plans and organizational development strategies

One Year

• Consistently achieve or exceed regional bookings, revenue, expansion, and new logo growth targets
• Build a scalable, high-performing sales organization capable of sustained growth
• Strengthen leadership bench strength and succession readiness across the region
• Improve seller productivity, manager effectiveness, and organizational performance metrics
• Establish predictable forecasting