Location: Russellville,AR, USA
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 Professional Services Solution Executive to join our Professional Services Solutions team in North America reporting to the Director of Professional Services Solutions. In this role, you will work across Infoblox organizations and functions to develop and execute a sales strategy for Professional Services. You will work closely with our Sales teams and customers to share the value of Professional Services and scope projects that address customers technical and business needs with Infoblox solutions. You will also drive a culture of services-led sales, in which the focus would be to accelerate Infoblox customer product adoption through scoping outcome-based services early in the sales cycle.
You are the ideal candidate if you are a driven and dependable, with excellent planning, collaboration, communication, and strategy deployment skills, and an ability to get things done quickly.
What you'll do:
* Pivot Infoblox sales to services-led sales
* Work across multiple Infoblox organizations and functions including, Sales, Product, Marketing, and Support, to develop and execute a sales strategy for the sale of professional services
* Build and maintain strong relationships with key stakeholders and decision-makers within customer organizations to understand their business challenges and offer tailored or packaged Infoblox Professional Services offerings
* Outline the value of Infoblox Professional Services to customers early in the sales cycle
* Work closely with the Professional Serbives Solutions team and Professional Services Delivery team on understanding the PS offerings/package
* Collaborate with Sales teams in the Americas to provide a cohesive solution to customers, ensuring the scoped services align with customer needs
What you'll bring:
* 5+ years of experience in software sales, solution sales, or professional services
* Solid consultative and sales skills
* Proven track record of working closely with software sales organizations to increase services' pipeline, bookings, and services attach rate to software deals
* Proven experience of working closely with customers to understand their business needs and requirements, and position services solutions to address these challenges
* Excellent communication, negotiation, and presentation skills
* Demonstrated a sense of urgency and attention to detail
* Able to structure and process qualitative or quantitative data and draw insightful conclusions
* Superb customer facing skills and the ability to lead customers to success
* Technical background in one or more of the following: data analytics, networking, or security; software development is a plus
* Bachelor's degree preferred or equivalent experience
What success looks like:
After six months, you will:
* Foster outstanding relationships, trust, and collaboration with the Infoblox Americas Sales teams
* Identify all non-qualified opportunities above a certain threshold, engage with the Account teams, and attend early pipeline sales calls to assist in performing discovery
* Conduct 6-8 customer facing sales and scoping calls per week
* Create proposals and statements of work (SOW) using in-house developed templates, negotiate terms, conditions, and pricing to close deals that meet customer needs and drive business growth in collaboration with the rest of the Professional Services Solutions team
After about a year, you will
* Develop a recipe for a services-led sale
* Maintain average professional services discount of 20% for pipeline Professional Services opportunities in collaboration with the rest of the Professional Services Solutions team
* Work with the Professional Services Delivery teams to achieve alignment in preparation for delivery in collaboration with the rest of the Professional Services Solutions team
* Increase Americas Professional Services bookings in the geography year over year
* Position outcome-based services in Americas delivery projects to at least 50% outcome based and 50% T&M
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 develop your career. Check out what it's like to be a Bloxer. We think you'll be excited to join our team.
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