Customer Development Representative Il

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 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.                 

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.          

What you'll do:            

• 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      

What you'll bring:            

• 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
• Excellent organizational, consulting, project management, and time management skills   
• Fresh ideas about SaaS user adoption and customer churn mitigation   
• Bachelor's degree preferred    

  What success looks like:      

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   

We’ve got you covered:           

Our holistic benefits 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, 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.             

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.