Customer Development Representative II

Infoblox

Tacoma (WA)

Hybrid

USD 68,000 - 99,000

Full time

4 days ago

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Benefits offered by this job

Onsite massages

Clubs and fitness classes

Farmers market

EV charging stations

Outdoor amenities

Dog park access

Remodeled offices

Job summary

Infoblox is seeking a Customer Development Representative II to join our Tacoma team in a hybrid role. You will manage renewals, work with Sales, Legal, Finance, and partners, and drive maintenance and subscription renewals to meet targets.

The ideal candidate has 4+ years in Customer Success or Account Management, 3+ years in renewals, and strong Excel/Salesforce skills. Bachelor’s degree preferred; commute to the Tacoma office on Tuesdays and Thursdays is expected.

Qualifications

4+ years of work experience in Customer Success or Account Management.
3+ years of service renewals experience with an emphasis on channel.
Proficiency with Excel and Salesforce.
Experience with SaaS applications, deployments, and migration to cloud services.
DNS, DHCP, and IPAM experience.
Bachelor's degree preferred.

Responsibilities

Analyze data collected during account reviews and meetings to create practical proposals, ensuring customer satisfaction, and surpassing monthly and annual sales targets.
Take charge of the timely generation of renewal quotes, validation, auditing, and comprehensive management of all aspects of maintenance and subscription renewals.
Facilitate overall relationships with clients, encouraging adoption of Infoblox products, ensuring 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.
Work closely with the Sales Account Team to support accounts, identifying opportunities for improving Infoblox services across functions, and developing upsell and cross-sell opportunities.
Utilize the RKO deck for a comprehensive assessment of customer needs, goals, and challenges, tailoring solutions to align with customer objectives.
Perform in-depth account analysis, preparing and conducting REVIVE sessions with the Account Team to identify areas for expansion, upsell, and refresh.
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. Drive expansion and tech refresh initiatives in renewing accounts, optimizing field engagement.
Strive for a minimum IQRR of 90%, enhancing customer intimacy and understanding to drive FY24 renewal bookings without extensive field engagement.

Skills

Experience in Customer Success/Account

Renewals experience (channel)

Excel

Salesforce

SaaS deployments

DNS, DHCP, IPAM

Education

Bachelor's degree preferred

Tools

Excel

Salesforce

Job description

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 team in Tacoma, reporting to the Director of Customer Development. In this 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. You will manage customer contacts at various stages of the customer lifecycle and work as a trusted partner allowing customers to meet their business objectives with Infoblox products. This is a hybrid role, Tuesday & Thursdays in the Tacoma office

You’re the ideal candidate if you are creative, energetic, and self-driven professional, understand the unique aspects of SaaS customers and their business objectives and are results driven.

What you'll do:

Analyze data collected during account reviews and meetings to create practical proposals, ensuring customer satisfaction, and surpassing monthly and annual sales targets
Take charge of the timely generation of renewal quotes, validation, auditing, and comprehensive management of all aspects of maintenance and subscription renewals
Facilitate overall relationships with clients, encouraging adoption of Infoblox products, ensuring 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
Work closely with the Sales Account Team to support accounts, identifying opportunities for improving Infoblox services across functions, and developing upsell and cross-sell opportunities
Utilize the RKO deck for a comprehensive assessment of customer needs, goals, and challenges, tailoring solutions to align with customer objectives
Perform in-depth account analysis, preparing and conducting REVIVE sessions with the Account Team to identify areas for expansion, upsell, and refresh
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. Drive expansion and tech refresh initiatives in renewing accounts, optimizing field engagement
Strive for a minimum IQRR of 90%, enhancing customer intimacy and understanding to drive FY24 renewal bookings without extensive field engagement

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, plus 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
DNS, DHCP, and IPAM experience
Excellent organizational, consulting, project management, and time management skills
Self-motivated team player who has fresh ideas when it comes to SaaS user adoption and customer churn mitigation
Must be located in the Seattle Metro area.This is a hybrid role, Tuesday & Thursdays in the Tacoma office
Bachelor's degree preferred

What success looks like:

After six months, you will…

Be familiar with the Infoblox Product Suite a
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 strong territory management through increased revenue delivery, on-time quotes and renewals, and strong relationships with account teams and partners

In the spirit of pay transparency, we are excited to share our compensation philosophy. At Infoblox, we believe in paying for performance. You can expect our employment offers to take many factors into consideration, including but not limited to the location of the role, internal equity, applicable past experience, individual skill set, education, and professional certifications. Please keep in mind that the range mentioned is the base salary range for the role. The typical base salary range for this position in Washington, $67,900 - $99,000, plus commissions.

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, including a 401k with company match 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.

Speaking of a great work environment, here are just a few of the perks you may enjoy, depending on your location…

Onsite massages, clubs, farmers market, and fitness classes
Delicious and healthy snacks and beverages
Electric vehicle charging stations
Outdoor amenities, seating, and courtyard BBQ
Dog park and pet-friendly programs
Newly remodeled offices with state-of-the-art amenities

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.

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