Note: The job is a remote job and is open to candidates in USA. Infoblox provides cloud-first networking and security solutions and is seeking a Partner Sales Manager to join its Global System Integrators partner sales team in the Americas. The role focuses on developing GSI partner strategies, maintaining business relationships, and driving revenue, pipeline growth, customer acquisition, and account expansion through strategic partner collaboration.
Responsibilities
- Maintain and Grow Infoblox GSI revenue in the region
- Develop and execute GSI partner strategy aligned with sales goals and territory coverage
- Map partners to key accounts using hunter/farmer model to drive customer adoption
- Understand GSI partner structures and priorities to build strategic alignment
- Cultivate senior-level relationships and secure executive sponsorship
- Collaborate with partners on joint business plans and go-to-market strategies
- Set mutual revenue goals and define annual marketing and solution initiatives
- Align partner activities with internal sales and renewal teams
- Support new customer acquisition and account expansion through partner collaboration
- Plan and execute co-marketing efforts to generate demand and pipeline
- Assist in deal structuring, negotiation, and closure in coordination with partners
- Demonstrated understanding of Artificial Intelligence (AI), Generative AI, and emerging technology trends, with the ability to articulate business value and market impact to partners and customers
- Ability to leverage AI-powered tools and analytics to improve partner engagement, pipeline development, forecasting accuracy, and operational efficiency
- Stay current on AI market developments, competitive landscape, and partner ecosystem opportunities to support strategic growth objectives
- Gain a deep understanding of the GSI’s go-to-market strategy and service offerings to effectively position Infoblox solutions that complement their managed or unmanaged services
- Lead collaborative discussions with Infoblox and partner sales teams, while actively building new business and pipeline to support growth targets
- Develop and execute defined business plans with assigned partners, demonstrating measurable success against mutually agreed goals
- Drive ACV growth through direct engagement, deliver sales training to partner teams, and embed Infoblox into their core practices across network, security and cloud
- Build strong executive relationships and identify opportunities for new service offerings to expand joint value
Skills
- 10+ years of experience in partner sales, technology sales, alliances, or business development in IT security and SaaS
- Demonstrate experience in driving revenue growth with GSI model, ideally through the creation of new bundled offers, while being a partner-focused problem solver
- Experience managing and growing Indian SI's(TCS, Tech Mahindra, Infosys, Wipro, HCL, etc)
- Strong organizational skills with the ability to prioritize and achieve metric-driven results
- A good mix of relationship/sales and analytical/project management skills
- Ability to cultivate relationships internally, externally and cross teams, as well as align and bring stakeholders together to drive mutually beneficial outcomes
- Exceptional strong communication and presentation skills
- High energy level and able to thrive in a fast-paced and dynamic environment with a self-starter attitude
- Strong understanding of CRM tools like SFDC and remote video applications
- Familiarity with major AI platforms and ecosystems, including Microsoft Copilot, OpenAI, Google Gemini, AWS AI/ML services, or similar technologies
- Experience supporting AI, machine learning, data analytics, cloud, cybersecurity, or digital transformation solutions through channel and alliance partnerships
- Bachelor's degree or equivalent
Benefits
- 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.
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