Job DescriptionStrategic Alliance Business Development Manager We have an opportunity for an Strategic Alliance Business Development Manager to join our Partner Sales organization reporting to the Director of Partner Sales In this pivotal role, you will drive strategic partnerships that accelerate revenue growth, expand market reach, and strengthen Infoblox's position as a leader in cloud networking and cybersecurity. Collaborating closely with Sales, Channel, Marketing, Product Management, Business Development, and Partner organizations, you will develop and execute alliance strategies that create mutual value, generate pipeline, and deliver measurable business outcomes with key technology and cloud ecosystem partners.
Be a Contributor - What You'll Do - Build executive-level relationships across partner organizations to align priorities and drive mutual success
- Identify, recruit, and onboard new alliance partners that complement Infoblox's technology and go-to-market strategy
- Collaborate with Sales and Channel teams to drive partner-sourced and partner-influenced opportunities
- Create and manage joint pipeline generation activities, including campaigns, events, webinars, and field engagement programs
- Coordinate cross-functional initiatives with Product, Marketing, Technical Alliances, and Enablement teams to maximize partner effectiveness
- Develop partner value propositions, solution positioning, and go-to-market strategies that differentiate Infoblox in the marketplace
- Track alliance performance metrics, forecast business results, and communicate progress to executive leadership
- Facilitate executive business reviews and strategic planning sessions with key partners
- Advocate for partner requirements and market opportunities within Infoblox to strengthen partnership outcomes
- Enable partner sales and technical teams through training, certifications, and joint selling motions
- Analyze market trends, competitive activity, and ecosystem opportunities to identify new growth initiatives
Be Prepared - What You Bring - 7+ years of experience in strategic alliances, channel sales, business development, partner management, or related roles within enterprise technology or cybersecurity
- Proven track record of building and managing successful technology alliances that drive measurable revenue growth
- Experience working with cloud hyperscalers, cybersecurity vendors, technology ecosystem partners, or global systems integrators
- Strong executive presence with the ability to influence stakeholders across multiple organizations
- Demonstrated ability to leverage AI-powered tools and platforms to improve business planning, partner engagement, pipeline generation, account research, and operational efficiency
- Ability to evaluate how AI can enhance partner programs, sales productivity, customer outcomes, and strategic alliance execution
- Curiosity and adaptability to continuously learn emerging AI technologies and translate market developments into actionable partnership strategies
- Excellent relationship-building, negotiation, and communication skills
- Experience managing complex cross-functional initiatives in a matrixed organization
- Strong analytical and business planning capabilities with proficiency in CRM and partner management tools
- Bachelor's degree required; MBA preferred
- Knowledge of networking, cybersecurity, cloud infrastructure, SaaS, or enterprise software markets preferred
Be Successful - Your Path First 90 Days: Immerse in our culture, connect with mentors (Blox Buddies), map alliance ecosystems, and establish relationships with key internal stakeholders and strategic partners. Gain an understanding of Infoblox solutions, partner programs, and growth objectives. Develop a strategic account and alliance engagement plan.
Six Months: Own and execute joint business plans with assigned alliance partners. Launch pipeline generation initiatives, establish executive relationships, and demonstrate measurable partner engagement and opportunity creation. Identify new areas for strategic growth and collaboration.
One Year: Consistently deliver alliance-driven revenue and pipeline objectives. Expand strategic partnerships, influence product and go-to-market initiatives, and become a trusted advisor to both internal leadership and partner executives. Establish a scalable framework for long-term alliance success and market expansion.
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 options
- Learning opportunities, career-mobility programs, and leadership workshops
- Sixteen paid volunteer hours each year, global employee resource groups, and a "No Jerks" policy that keeps collaboration healthy
- Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations, where available
- Charitable Giving Program supported by Company Match
- We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: $125K - $175K, plus bonus or commissions
Ready to Be the Difference? #LI-SH1
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