Senior Channel Account Manager - Carahsoft

About the role

The Distribution Channel Account Manager at Infoblox is responsible for leading and expanding the strategic partnership with Carahsoft, a key distribution partner. This role involves driving new business, supporting renewals, and fostering collaboration across various internal teams.

Responsibilities

• Foster strong collaboration between Infoblox sales teams and Carahsoft
• Drive growth in new logo acquisition and renewal revenue through Carahsoft
• Support Infoblox's SLED and FED teams by leveraging Carahsoft’s distribution expertise
• Ensure seamless end-of-quarter execution by coordinating with sales, channel, and operations teams
• Drive productivity via automation initiatives with Carahsoft and Infoblox’s technology update
• Develop and execute quarterly, semi-annual, and annual business plans with Carahsoft
• Align strategic distribution initiatives with Channel Account Managers (CAMs) for localized execution
• Serve as the primary point of contact for Carahsoft and internal stakeholders for daily operations and support
• Lead communication efforts for webinars, promotions, and program updates to keep Carahsoft informed on Infoblox solutions
• Utilize Carahsoft’s business intelligence to map end-user accounts and facilitate introductions between Infoblox sellers and relevant partners
• Provide sales enablement and engagement support between Carahsoft’s partner ecosystem and Infoblox teams
• Collaborate weekly with CAMs and Regional Directors (RDs) to track key business metrics and drive goal attainment
• Support demand generation initiatives and events in partnership with Carahsoft, Channel, and Field Marketing teams
• Conduct quarterly training sessions to ensure Carahsoft teams are well-versed in Infoblox’s value proposition, tools, and demo capabilities
• Identify synergistic opportunities through ecosystem collaboration and cross-functional teamwork
• Ensure Carahsoft’s sales and technical teams maintain current certifications aligned with Infoblox’s Skilled to Secure program
• Manage the long-tail churn pilot program with Carahsoft
• Oversee end-of-quarter business execution with key stakeholders across distribution partners

Requirements

• Proven success in managing distribution partnerships, particularly with Carahsoft in the FED/SLED segment
• Deep understanding of AWS, Azure, and GCP Marketplace transactions
• Exceptional communication, interpersonal, and negotiation skills
• Strong analytical and problem-solving capabilities
• Able to thrive in a fast-paced, dynamic environment
• Excellent organizational skills, including prioritization, time management, and meeting deadlines
• Solid knowledge of the IT industry, especially in network services and security

Qualifications

• Proven success in managing distribution partnerships, particularly with Carahsoft in the FED/SLED segment
• Deep understanding of AWS, Azure, and GCP Marketplace transactions
• Exceptional communication, interpersonal, and negotiation skills
• Strong analytical and problem-solving capabilities
• Able to thrive in a fast-paced, dynamic environment
• Excellent organizational skills, including prioritization, time management, and meeting deadlines
• Solid knowledge of the IT industry, especially in network services and security