[Hiring] Business Development Manager, Hyperscaler Alliances & Cloud Marketplace @Infoblox

Role Description

We have an opportunity for a BDM, Hyperscaler Alliances & Cloud Marketplace to join our Global Alliances team, reporting to the Strategic Alliances & Ecosystem Lead. In this pivotal role, you will lead Infoblox’s strategic partnerships with Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP), driving joint go‑to‑market initiatives, co-sell execution, and cloud marketplace growth that accelerate revenue, customer acquisition, and cloud adoption.

• Partner in developing and executing integrated business plans with AWS, Azure, and GCP to drive pipeline creation, revenue growth, and marketplace transactions aligned to Infoblox priorities.
• Support and assist co-sell motions by aligning hyperscaler field sellers, partner account managers, solution architects, and Infoblox sales teams around high‑impact opportunities.
• Build and strengthen executive and senior stakeholder relationships within AWS, Microsoft, and Google Cloud partner organizations to increase sponsorship and strategic alignment.
• Assist in driving, supporting and scaling cloud marketplace adoption across AWS Marketplace, Azure Marketplace, and Google Cloud Marketplace, including private offers, transactable listings, and co-sell benefits utilization.
• Identify, design, and scale joint go-to-market initiatives, including vertical solutions, AI- and security-focused use cases, and partner-led campaigns that create differentiated value for customers.
• Coordinate and support execution of Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), and annual planning sessions with hyperscaler stakeholders, owning follow‑through and execution.
• Contribute to participating and advancing hyperscaler partner programs, competencies, and specializations, maximizing program benefits, funding, and marketplace incentives.
• Partner closely with marketing to support joint demand-generation programs, events, webinars, and field enablement that activate hyperscaler sellers and Infoblox account teams.
• Collaborate with regional sales leadership and partner teams to embed hyperscaler resources into priority accounts, opportunity strategies, and territory planning.
• Track, analyze, and report key performance indicators—including sourced pipeline, influenced revenue, marketplace bookings, partner engagement, and execution against joint plans—using CRM and analytics tools, including AI‑assisted insights where applicable.
• Advocate for hyperscaler partnership priorities internally and influence cross-functional roadmaps across sales, product, engineering, operations, and marketing.
• Support customer cloud initiatives (migration, modernization, AI, security, networking, and multi-cloud) through joint engagement with hyperscaler partner teams and Infoblox solution experts.
• Leverage AI-powered tools and insights to accelerate business planning, identify patterns in pipeline and partner performance, and refine joint GTM plays.
• Maintain accurate partner account plans and marketplace records ensuring alignment and data quality for effective reporting.

Qualifications

• 8+ years of experience in cloud alliances, strategic partnerships, channel sales, business development, or ecosystem leadership with enterprise technology companies, including direct responsibility for revenue or pipeline targets.
• Demonstrated success working directly with AWS, Microsoft, and/or Google Cloud partner organizations in co-sell, marketplace, or solution go‑to‑market motions.
• Deep understanding of hyperscaler co-sell programs, marketplace constructs, partner incentives, and ecosystem economics, with the ability to translate them into practical sales plays.
• Strong knowledge of cloud infrastructure, SaaS, networking, and cybersecurity; experience with DNS, DDI, or network security solutions is a plus.
• Proven ability to build and manage executive relationships—internally and with partners—and to influence without formal authority across sales, product, marketing, and operations teams.
• Experience using CRM, marketplace portals, and analytics tools (including AI‑assisted reporting or sales intelligence platforms) to prioritize accounts, forecast accurately, and measure partner performance.
• Track record of designing and executing joint go‑to‑market plans, demand-generation programs, and field enablement that result in measurable pipeline and revenue impact.
• Excellent communication, presentation, and storytelling skills, with the ability to articulate a compelling joint value proposition for Infoblox and our hyperscaler partners.
• Comfort operating in a fast-paced, highly collaborative environment, balancing strategic planning with hands‑on execution and iteration.
• Ability to travel up to 30%.
• Bachelor’s degree in business, marketing, computer science, or a related field; MBA or equivalent experience is a plus.

Benefits

• 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.