Strategic Account Executive - Kentik

Job Description At Infoblox, every breakthrough begins with a bold “what if.” What if your ideas could ignite global innovation? What if your curiosity could redefine the future? We invite you to step into the next exciting chapter of your career journey. Bring your creativity, drive, your daring spirit, and feel what it’s like to thrive on a team big enough to make an impact, yet small enough to make a difference. Our cloud-first networking and security solutions already protect 70% of the Fortune 500, and we’re looking for creative thinkers ready to push that influence even further. Join us and discover how far your bold “what if” can take the world, your community, and your career. How we empower our people is extraordinary: we’re recognized as a Glassdoor Best Place to Work 2025, Great Place to Work-Certified in five countries, and honored by Cigna as a Healthy Workforce honors for three consecutive years; and what we build is world class: named CybersecAsia’s Best in Critical Infrastructure 2024 — clear evidence that when first-class technology meets empowered talent, remarkable careers take shape. So, what if the next big idea, and the next great career story, comes from you? Become the force that turns every “what if” into “what’s next.” In a world where you can be anything, Be Infoblox. Kentik is now part of Infoblox. We have an opportunity for a Strategic Account Executive to join our Kentik sales team in the TOLA(Texas, Oklahoma, Louisiana, Arkansas) region, reporting to the Director, Regional Sales. This is a remote position with a home office in Texas. In this pivotal role, you will drive revenue growth by acquiring new enterprise customers and expanding strategic relationships across the territory. You will introduce customers to Kentik, the network intelligence platform for modern infrastructure teams, and help organizations gain real-time insight into complex networks spanning data centers, cloud environments, WANs, and the internet. Kentik unifies and correlates cloud, device, flow, and synthetic data to turn telemetry into action. Unlike traditional monitoring and observability tools, Kentik provides a real-time source of truth that helps infrastructure teams understand their networks in context, improve performance, reduce operational complexity, and accelerate innovation. You will collaborate closely with Business Development, Sales Engineering, Field Marketing, Customer Success, Professional Services, Channel, and regional sales teams to deliver measurable customer and business outcomes. Be a Contributor — What You’ll Do Hunt for new enterprise logos and drive revenue growth across the TOLA territoryDevelop and execute territory, account, and opportunity plans aligned with business objectivesOwn the full sales cycle from prospecting and discovery through proposal, negotiation, and closeBuild trusted relationships with executive, business, and technical stakeholdersIdentify challenges related to network visibility, observability, performance, reliability, cost, and operational efficiencyArticulate the business value, ROI, and operational impact of Kentik’s Network Intelligence PlatformPresent Kentik’s flow, device, cloud, routing, synthetic, and AI-enabled capabilitiesCollaborate with Sales Engineering on demonstrations, evaluations, proof-of-concept plans, and business casesMaintain accurate forecasts, opportunity plans, activity tracking, and pipeline reportingBuild qualified pipeline, develop partner relationships, coordinate negotiations, and support successful customer handoffs Be Prepared — What You Bring 10+ years of successful enterprise technology sales experience with a proven record of meeting or exceeding quotaExperience selling networking, observability, infrastructure, cloud, SaaS, cybersecurity, or adjacent enterprise technology solutionsProven success acquiring new logos, expanding strategic accounts, and managing complex sales cyclesStrong understanding of network operations, monitoring, observability, cloud infrastructure, application performance, or related technical domainsDemonstrated ability to engage and influence executive, business, and technical stakeholdersExperience with consultative, value-based, solution-selling, MEDDPICC, or comparable methodologiesProven ability to develop territory plans, maintain forecasts, build pipeline, and close complex agreementsStrong presentation, demonstration, negotiation, written communication, and relationship-building skillsComfort using AI tools and data-driven workflows for prospecting, account planning, forecasting, and customer engagementBachelor’s degree in business, technology, engineering, or a related field preferred, or equivalent relevant experience Be Successful — Your Path First 90 Days: Immerse in our culture, connect with mentors (Blox Buddies), and map the systems and meet with key stakeholders that rely on your work. Discuss and create short- and long-term goals. Six Months: Complete territory and account plans for priority enterprise prospects and strategic relationshipsBuild at least $1M in qualified annual contract value pipelineEstablish trusted customer, partner, and internal stakeholder relationshipsConduct discovery meetings, executive briefings, demonstrations, and solution workshopsAdvance and close your first Kentik opportunityEstablish an AI-assisted operating rhythm for prospecting, account planning, pipeline management, and forecasting One Year: Build at least $2M in qualified annual contract value pipelineClose at least $500K in new business bookingsMaintain a qualified pipeline equivalent to at least 4x the annual bookings targetAdd at least 25% new-logo accounts to your qualified prospect universeDevelop a scalable partner and channel strategy across the TOLA territoryDemonstrate consistent forecast accuracy and disciplined sales executionCreate customer references and expansion opportunities through strong value realization Belong — Your Community Our culture thrives on inclusion, rewarding the bold ideas, curiosity, and creativity that move us forward. In a community where every voice counts, continuous learning is the norm. So, whether you code, create, sell, or care for customers, you’ll grow and belong here. Be Rewarded — Benefits That Help You Grow, Thrive, Belong Comprehensive health coverage, generous PTO, and flexible work optionsLearning opportunities, career-mobility programs, and leadership workshopsSixteen paid volunteer hours each year, global employee resource groups, and a “No Jerks” policy that keeps collaboration healthyModern offices with EV charging, healthy snacks, plus hackathons, game nights, and culture celebrationsCharitable Giving Program supported by Company MatchWe practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: USD $150,000 - 170,000 plus bonus or commissions Ready to Be the Difference? Infoblox is an Affirmative Action and Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis - Remote - SH1