Senior Channel Account Manager - Carahsoft

Distribution Channel Account Manager - Carahsoft

Infoblox is seeking a dynamic and results-driven Distribution Channel Account Manager to lead and expand our strategic partnership with Carahsoft, a key distribution partner. This role is pivotal in driving new business, supporting renewals, and fostering collaboration across internal teams including Regional Sales, Channel Sales, Solution Architects, Operations, and Credit. The ideal candidate will be a proactive communicator and strategic thinker with a passion for partner success and operational excellence.

Be a Contributor — What You'll Do

• Foster strong collaboration between Infoblox sales teams and Carahsoft
• Drive growth in new logo acquisition and renewal revenue through Carahsoft
• Support Infoblox's SLED and FED teams by leveraging Carahsoft's distribution expertise
• Ensure seamless end-of-quarter execution by coordinating with sales, channel, and operations teams
• Drive productivity via automation initiatives with Carahsoft and Infoblox's technology update
• Develop and execute quarterly, semi-annual, and annual business plans with Carahsoft
• Align strategic distribution initiatives with Channel Account Managers (CAMs) for localized execution
• Build expertise in AWS, Azure, and GCP Marketplace transactions involving distributors
• Serve as the primary point of contact for Carahsoft and internal stakeholders for daily operations and support
• Lead communication efforts for webinars, promotions, and program updates to keep Carahsoft informed on Infoblox solutions
• Utilize Carahsoft's business intelligence to map end-user accounts and facilitate introductions between Infoblox sellers and relevant partners
• Provide sales enablement and engagement support between Carahsoft's partner ecosystem and Infoblox teams
• Collaborate weekly with CAMs and Regional Directors (RDs) to track key business metrics and drive goal attainment
• Support demand generation initiatives and events in partnership with Carahsoft, Channel, and Field Marketing teams
• Conduct quarterly training sessions to ensure Carahsoft teams are well-versed in Infoblox's value proposition, tools, and demo capabilities
• Identify synergistic opportunities through ecosystem collaboration and cross-functional teamwork
• Ensure Carahsoft's sales and technical teams maintain current certifications aligned with Infoblox's Skilled to Secure program
• Manage the long-tail churn pilot program with Carahsoft
• Oversee end-of-quarter business execution with key stakeholders across distribution partners

Be Prepared — What You Bring

• Proven success in managing distribution partnerships, particularly with Carahsoft in the FED/SLED segment
• Deep understanding of AWS, Azure, and GCP Marketplace transactions
• Exceptional communication, interpersonal, and negotiation skills
• Strong analytical and problem-solving capabilities
• Ability to thrive in a fast-paced, dynamic environment
• Excellent organizational skills, including prioritization, time management, and meeting deadlines
• Detail-oriented with a strategic mindset
• Solid knowledge of the IT industry, especially in network services and security

Be Successful — Your Path

First 90 Days: Immerse yourself 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:

• Have a foundational knowledge of our entire product/solution portfolio
• Demonstrate fluency with either on-prem or SaaS-based Infoblox solutions
• Identify 1-2 specialization areas
• Capable of handling primary SA customer-facing tasks with only occasional help from others

One Year:

• Demonstrate fluency with all Infoblox solutions
• Capable of handling advanced SA customer-facing tasks with only occasional help from others
• Able to conduct POC's & customer demos with little to no supervision
• Go-to person for specialization area for assigned reg

Belong— Your Community

Our 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, Belong

• 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
• We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: $145K - $155K, plus bonus or commissions

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