Senior Director, EMEA Business Development & Ecosystem

Maintain an accurate forecast and take corrective action when performance is off plan.

Lead, develop, and hold accountable the three-pillar organization covering Strategic Partner Accounts, Hyperscaler Alliances, and Inside Partner Team who are responsible for long-tail partner activation; hire, coach, and retain high-performing talent within this broad organisation.

Build executive relationships with strategic resellers, GSIs, and emerging partners to expand partner-sourced pipeline, influence complex transformation deals, and develop differentiated Infoblox partner offerings.

Lead the EMEA hyperscaler strategy across AWS, Microsoft Azure, and Google Cloud, including joint go-to-market plays, co-sell motions, solution listings, marketplace adoption, and cloud-partner revenue.

Scale distribution and long-tail partner contribution through onboarding, enablement, demand generation, deal registration, incentives, partner nurture, and programmatic co-sell motions.

Optimize the partner coverage and engagement model as the business scales, balancing named strategic coverage with distribution-led and programmatic activation.

Align closely with EMEA direct sales, channel programs, marketing, distribution, and other cross-functional teams to drive co-sell, prevent channel conflict, and increase partner contribution to new-logo revenue.

Represent the EMEA ecosystem with regional and worldwide leadership, translating partner performance and market signals into strategy, investment recommendations, executive decisions, and alignment with global best practices.

Be Prepared — What You Bring

• 12+ years in enterprise software, networking, or cybersecurity sales and business development, with at least 5 years leading partner or ecosystem-focused organisations across multiple EMEA markets.
• Demonstrated track record of building and scaling multi-tier partner ecosystems — growing partner-sourced revenue materially and shifting new-logo mix toward the channel.
• Proven experience managing hyperscaler (AWS, Azure, GCP) co-sell relationships and marketplace motions; familiarity with hyperscaler partner programs, co-sell mechanics, and cloud-consumption-based selling.
• Experience engaging GSIs and large systems integrators in complex EMEA enterprise deals; ability to navigate long-horizon relationship-building and influence architecture decisions.
• Deep knowledge of two-tier distribution models and how to activate the long-tail channel through distributors efficiently and at scale.
• Strong commercial instincts: comfortable owning a multi-segment revenue number, building an accurate forecast, and structuring partner economics, incentives, and coverage models to drive the right behaviour.
• Proven success building and leading high-performing teams across multiple functions (strategic partner sales, alliances, inside partner coverage) in a distributed, multicultural EMEA environment.
• Excellent executive presence and cross-functional influence — able to align direct sales leaders, marketing, distribution, channel programs, and worldwide partner leadership around a shared ecosystem plan.
• Able to structure complex qualitative and quantitative data into clear insight and a decisive point of view that holds up with senior leadership.
• Willingness to travel across EMEA as required.
• BS/BA or equivalent required; MBA or equivalent a plus. Additional European languages are an advantage.

Be Successful — Your Path

First 90 Days: Immerse yourself in Infoblox culture, connect with BloxBuddies mentors, and build relationships with your three-pillar team, the EMEA sales leaders, and key cross-functional partners (channel programs, marketing, distribution, worldwide alliances). Assess the current state of each ecosystem segment — strategic partners, hyperscalers, GSIs, distribution, long-tail — and agree on short- and long-term priorities with the SVP, EMEA Sales and the WW Partner Sales leader.

Six Months: Establish a clear ecosystem architecture for EMEA: defined roles and coverage models for each partner segment, with investment levels aligned to revenue opportunity. Stand up joint business plans with the top hyperscaler and GSI partners, including co-sell pipeline targets, marketplace commitments, and agreed-upon GTM plays linked to Infoblox Solutions and Use Cases. Align the Sr. Director's strategic-partner coverage model and the Inside Team's distribution activation plan to the overall ecosystem strategy, with consistent performance cadences in place. Get fully up to speed on Infoblox solutions, channel programs, deal registration, and operational tools.

One Year: Achieve or exceed the combined partner ecosystem ACV target, with measurable increases in new-logo contribution from all three ecosystem segments. Run a healthy, predictable forecast across strategic partners, hyperscalers/GSIs, and long-tail/distribution with a high-performing, fully ramped team. Deepen executive relationships and investment commitments with the key hyperscalers and GSIs, with active co-sell and marketplace traction in market. Establish Infoblox as the ecosystem partner of choice in EMEA for DNS security, Universal DDI, and cloud network services - recognised by partner executives as a strategic priority.

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.
• Paid volunteer hours each year, global employee resource groups, and a "No Jerks" policy that keeps collaboration healthy.
• Modern offices, hackathons, game nights, and culture celebrations.
• 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. This role carries a competitive base salary plus an ecosystem-sourced commission / bonus target, with equity for the right candidate.

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