Customer Development Representative II

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 Customer Development Representative II to join our Customer Development team, reporting to the senior global director of Customer Development. In this remote or hybrid role, you will work closely with Sales, Legal, Finance, Technical Support, channel partners, and customers to expedite the sale and closure of all maintenance and subscription renewals. You will be responsible for managing your region to meet or exceed targets for maintenance and subscription renewals for our Daybreak project. You will also manage numerous customer contacts at different stages of the customer lifecycle and work as a trusted partner, allowing customers to meet their business objectives with our products.    

You are the ideal candidate if you are a creative, energetic, and self-motivated professional who understands the unique aspects of SaaS customers and their business objectives.

What you'll do:            

• Analyze data collected during account reviews and meetings to create practical proposals for expansion, upsell, and refresh, ensuring customer satisfaction and surpassing monthly and annual sales targets   

• Manage the timely generation of renewal quotes, validation, auditing, and comprehensive management of all aspects of maintenance and subscription renewals   

• Facilitate relationships with clients, encouraging adoption of Infoblox products and retention, and aligning with customer goals to enhance organizational efficiency   

• Develop a trusted advisor relationship with customers, identifying and addressing issues and ensuring quick resolution by leveraging cross-functional teams   

• Collaborate with the Sales Account team to support accounts, identify opportunities for improving Infoblox services across functions, and develop upsell and cross-sell opportunities   

• Use the RKO deck for a comprehensive assessment of customer needs, goals, and challenges, tailoring solutions to align with customer objectives   

• Deliver RKO presentations to the technical buyer, exploring expansion opportunities, assessing technology refresh appetite, and validating the perceived value of purchases   

• Foster a collaborative atmosphere between the field and customer development organizations while driving expansion and tech refresh initiatives in renewing accounts and optimizing field engagement   

• Strive for a minimum In-Quarter Renewal Rate (IQRR) of 90%, enhancing customer intimacy and understanding to drive FY24 renewal bookings without extensive field engagement   

• Target the eligible customer list provided to educate customers of impending EOL events and execute early refresh motions, converting customers to the latest Infoblox platform before the EOL date      

What you'll bring:            

• 4+ years of work experience in customer success or account management   

• 3+ years of service renewals experience with an emphasis on channel   

• Expert working knowledge of the service business, including co-termination, service terms, and terms and conditions   

• Experience working with both internal and external customers in a multi-tier channel environment   

• Proficiency with Excel and Salesforce   

• Experience with SaaS applications, deployments, and migration to cloud services   

• Fluency in English 

• Fluency in Spanish a strong preference but not essential 

• Excellent organizational, consulting, project management, and time management skills   

• Fresh ideas about SaaS user adoption and customer churn mitigation   

• Bachelor's degree preferred    

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