Senior Cybersecurity Account Executive

<span>It’s an exciting time to be at Infoblox. Named a Top 25 Cyber Security Company by The Software Report and one of <em>Inc</em>. 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 world's largest enterprises, including 70% of the Fortune 500 and 93 of the Fortune 100. 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.</span><span>We are looking for a Senior Cybersecurity Account Executive based in France to support our Southern Europe region, reporting to the regional director of Security Sales. In this role, you will focus on growing revenues for our region's security product line. You will partner with the core sales team and your dedicated technical subject matter expert to drive four key Security Lead sales plays. You will also collaborate and support the core representative in driving two key Networking Lead sales plays.</span><span>You are the ideal candidate if you have a passion for emerging technologies, enjoy disrupting the status quo, and have elite prospecting skills. You enjoy identifying, qualifying, and solving customer pain points, are an expert storyteller, and can translate technical needs into financial, business, and operational outcomes with C-Level executives, SEC Ops, and Sec Architects.</span><span><strong><span>What you will do:</span></strong></span><ul><li><span><span>Participate in 8-12 customer sales calls a week with key personas, including CISO, GRC, SecOps, Security Architecture, Cloud Architect, and economic buyers</span></span></li><li><span><span>Maintain &gt;3x qualified pipeline</span></span></li><li><span><span>Leverage MEDDPICC deal qualification framework</span></span></li><li><span><span>Prepare and conduct discovery in every prospect/customer interaction to identify, indicate, and alleviate pain points</span></span></li><li><span><span>Develop and document compelling and detailed Why Change, Why Infoblox, Why Now statements and iterate throughout the sales campaign to connect to customer pain points and Infoblox value statements</span></span></li><li><span><span>Deliver ROI-based proposals for all sales opportunities that illustrate the Infoblox effect</span></span></li><li><span><span>Grow revenue and new business through positioning and selling security solutions to expand Infoblox’s security footprint and reputation</span></span></li><li><span><span>Distill complex technical problems in the security industry and articulate them to senior executives and decision-makers</span></span></li><li><span><span>Partner with the security SME/regional directors to develop an execution plan and build pipelines</span></span></li><li><span><span>Work with account executives/product specialists to align, prioritize, and define go-to-market strategies within the largest, most strategic, potential up-sell accounts</span></span></li><li><span><span>Develop and ensure implementation of business plan and sales strategy</span></span></li></ul><span><strong><span>What you will bring:</span></strong><em><span> </span></em></span><ul><li><span><span>5+ years of successful technology sales experience with a proven track record of attaining quota</span></span></li><li><span><span>Excellent storytelling ability that motivates and inspires prospects to question, investigate, and challenge their status quo</span></span></li><li><span><span>Trained and proven adoption of a solution selling methodology, such as Command of the Message / Sale, Challenger Sale, Solution Selling, etc.</span></span></li><li><span><span>Proven ability to form executive-level relationships while selling for an emerging technology supplier</span></span></li><li><span><span>Experience with establishing credibility and awareness and selling emerging technology into accounts with deeply entrenched competitive supplier relationships</span></span></li><li><span><span>Successful track record of unseating incumbent suppliers</span></span></li><li><span><span>Effective and proven account research and prospecting process</span></span></li><li><span><span>Ability to leverage partner network and in-band and out-of-band eco-system partners to research and gain access to key individuals at an account</span></span></li><li><span><span>Proven process to identify and gain access to executives looking to disrupt their status quo</span></span></li><li><span><span>Successful experience executing sales campaigns with hyperscalers, such as AWS or MSFT</span></span></li><li><span><span>Strong cybersecurity selling background required </span></span></li></ul><span><strong><span>What success looks like:</span></strong></span><span>After six months you will…</span><ul><l