Customer Development Representative, Infoblox
Secure cloud-managed network services
Open for applications
Secure cloud-managed network services
1001+ employees
Open for applications
1001+ employees
Company mission
To simplify complex distributed networking and security by delivering modern, cloud-first networking and security services.
Role
Who you are
- 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
- 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
- Fluent in English and Spanish or Italian
- Excellent organizational, consulting, project management, and time management skills
- Fresh ideas about SaaS user adoption and customer churn mitigation
- Bachelor's degree preferred
What the job involves
- 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
- 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 event and execute early refresh motions, converting customers to the latest Infoblox platform prior to the EOL date
- After six months, you will…
- Be familiar with the Infoblox Product Suite
- Have built relationships internally by creating communication channels with departments, teams, or groups
- Identify and relay customer requests that align with the company’s vision
- After about a year, you will…
- Collect and analyze customer data to optimize the customer's experience
- Increase customer loyalty and reduce churn
- Aggregate the underlying issues of the product/service, the desires of the customer, and the long-term vision of the company
- Forecast revenue on a monthly, quarterly, and annual basis
- Demonstrate solid territory management through increased revenue delivery, on-time quotes and renewals, and strong relationships with account teams and partners
Otta's take
Sam Franklin
CEO of Otta
Infoblox is widely recognized as a market leader in the security and networking space, particularly in DNS, DHCP and IP address management (DDI). About 70% of the Fortune 500 use Infoblox’s solutions, including Deloitte, GlaxoSmithKline, Nestle, PayPal, Pfizer, and Samsung.
The company has been around since 1999, but a 2016 acquisition by Vista Equity Partners helped bring new investment. Since then, Infoblox has invested heavily in developing next-gen, cloud native applications that the shift to hybrid and remote working has rendered incredibly valuable. It’s been able to open up offices in 21 countries and continuously expand its workforce.
After its latest round of funding led by Warburg Pincus, one of the most active growth investors in enterprise technology and cloud-based platforms, the company’s position as a market leader looks secure.
Insights
Company
Funding (last 2 of 3 rounds)
Apr 2005
$30m
SERIES E
Feb 2004
$21m
SERIES D
Total funding: $53m
Company benefits
- To keep you healthy and strong all year long, we offer medical, vision, and dental benefits for Bloxers and their families (depending on location). In addition, we also offer a total wellbeing solution sure to keep Bloxers feeling their best!
- We have rich time-off policies across the globe which allow all our Bloxers to rest up, recharge and take care of themselves and their loved ones. It’s all about keeping your work schedule and personal life in balance
- Free, confidential, professional assistance anywhere and anytime you need it. Our EAP is here to assist our global Bloxers (and their families) to resolve personal and/or work-related stresses as they arise
- Giving back to our global communities is just as important to us as receiving our benefits. We offer Bloxers 2 full workdays to volunteer in their local communities, and we also match donations to charities
- We have a platform dedicated to Bloxers showing Bloxers appreciation and kudos for outstanding performance and everyday excellence, with recognitions converting into currency for gifts and more
- Our dedicated team operates alongside a world-class education platform to ensure we’re offering all Bloxers the training to keep their hard and soft skills sharp. No matter what your position, we have the track for you!
Company values
- Collaboration
- No jerks
- Delight our customers
- Fun
- Absolute integrity
- Transparency
- Respect for others
Company HQ
Santa Clara, California, United States
Founders
Jesper Andersen
(Independent Board Director)Prior to joining Infoblox in 2014, they worked as Senior Vice President for Network Management at Cisco Systems. Previously they held management roles at Oracle, PeopleSoft, and Pivotal Software.
Salary benchmarks
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Diversity & Inclusion at Infoblox
- Black Employee Resource Group
- Culture Club
- NeXtGen Employee Resource Group
- The Pride and Friends Employee Resource Group
- Veterans Employee Resource Group
- Women At Infoblox Network
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