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 Senior Business Development - Cloud Alliances to join our Ecosystems and Strategic Alliances team reporting to the VP of Corporate Strategy. In this role, you will lead the technology and strategic alliance for specific cloud providers (AWS, Azure, Google, Oracle Cloud etc.) by establishing and managing relationships that will significantly help increase Infoblox's market penetration. You will take a strategic view of partnership and the role they can play in accelerating the growth objectives of the company. This includes defining a partnership framework, taxonomy, and process, and driving business execution around partnerships and alliances. In addition, you will also own the end to end cloud marketplace strategy for the company. You are the ideal candidate if you have a background managing existing relationships with key strategic alliance partners and forge new successful go to market partnerships. Your experience in mobilizing and monetizing cloud marketplaces will be a massive benefit. What you'll do: Work with leadership to define the user experience, vision, and strategyDrive the formation of product-driven partnerships, as well as manage and monitor the alliance to ensure it meets its strategic and operational objectivesManage the alliance including running quarterly business reviews, new marketplace listings, identifying areas of integrations, providing insights into joint GTM, etc.Work closely with the Product teams to develop areas of embedded partnershipsWork closely with Sales teams to help develop joint sales playsCreate strategic rationale and business case for partneringWork with Sales and channel partners to drive joint sales and marketing plays with alliance partnersHelp develop an end-to-end marketplace strategy that will help drive leads and commerce What you'll bring: 15+ years of industry experience with 8+ years leading business development/alliance management in mid to large-sized organizationsStrong experience in managing product-driven alliances and embedded- partnerships with cloud providers/hyperscalersAt least 2 years of experience in opening up cloud marketplaces as new routes to market.Domain background in networking and security desired (e.g., SOAR, Firewall, SIG/SWG, TIP, NAC, Vulnerability Management, emerging segments)Excellent interpersonal communication and presentation skills with the ability to engage at senior levels in partners organizations as well as senior leadership at InfobloxDemonstrated ability to influence and lead cross-business unit and/or cross-functional teams to manage internal resources and manage outside professionalsBachelor's degree, MBA preferred What success looks like: After six months, you will have... Built internal working relationships with Infoblox Product Management, Marketing, Product Marketing and field teamsDeveloped a strategy and an annual business plan for your assigned alliancesEstablished deep partner contacts, specifically within partner product teamsUnderstood partner sales plays, partner programs that Infoblox can leverage to drive businessDeveloped a marketplace strategy for the company including listings, demand generation and private offer capabilities through cloud providers After about a year, you will have... Conducted quarterly business reviews with assigned partnersTracked business development initiativesDeveloped a 360-degree planWidened and deepened partner contacts Executed on planned partner programsExecuted on planned marketplace strategy We've got you covered: In the spirit of pay transparency, we are excited to share our compensation philosophy. At Infoblox, we believe in paying for performance. You can expect our employment offers to take many factors into consideration, including but not limited to the location of the role, internal equity, applicable past experience, individual skill set, education, and professional certifications. Please keep in mind that the range mentioned is the base salary range for the role. The typical base salary range for this position in Washington is $172,000 - $261,000, and in Santa Clara, CA $188,000 - $286,000, plus corporate bonus potential. Our holisticbenefits 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, including a 401k with company match 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. Speaking of a great work environment, here are just a few of the perks you may enjoy, depending on your location… Onsite massages, clubs, farmers market, and fitness classesDelicious and healthy snacks and beveragesElectric vehicle charging stationsOutdoor amenities, seating, and courtyard BBQDog park and pet-friendly programsNewly remodeled offices with state-of-the-art amenities 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. #LI-RO1 #LI-REMOTE#LI-HYBRID
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