BDM, Hyperscaler Alliances & Cloud Marketplace

Business Development Manager, Hyperscaler Alliances & Cloud Marketplace

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. Collaborating closely with sales, marketing, product, channel, and executive leadership, you will serve as the primary liaison to hyperscaler partner organizations and shape how Infoblox shows up across their ecosystems, including emerging AI, security, and networking solutions. You will also leverage AI-powered tools and analytics to prioritize opportunities, optimize co-sell motions, and scale repeatable partner plays.

Be a Contributor What You'll Do

• 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 indicatorsincluding sourced pipeline, influenced revenue, marketplace bookings, partner engagement, and execution against joint plansusing 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

Be Prepared What You Bring

• 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 relationshipsinternally and with partnersand 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

Be Successful Your Path

First 90 Days: Immerse in our culture, connect with mentors (Blox Buddies), and map the systems and meet with key stakeholders that rely on your work. Discuss and create short/long term goals.

Six Months:

• Own and execute joint business plans for at least one primary hyperscaler (AWS, Azure, or GCP), including clear revenue, pipeline, and marketplace targets
• Establish trusted relationships with key hyperscaler partner managers, solution architects, and field sellers in priority regions
• Launch initial joint GTM campaigns or solution plays, including at least one AI- or security-focused use case aligned to Infoblox's portfolio
• Deliver a consistent co-sell rhythm with Infoblox regional sales leaders (e.g., regular account mapping, pipeline reviews, and marketplace opportunity reviews)
• Stand up a standard operating cadence for QBRs/EBRs, with dashboards that surface performance and insights using CRM and analytics tools

One Year:

• Drive meaningful growth in hyperscaler-sourced and influenced pipeline and bookings, meeting or exceeding annual targets for your hyperscaler portfolio
• Scale a set of repeatable, field-ready plays (including marketplace offers, sales kits, and AI-supported use cases) that are adopted across regions
• Achieve advancement in priority hyperscaler partner programs (e.g., competencies, specializations, or co-sell designations) that enhance Infoblox's visibility and benefits
• Be recognized as the go-to internal expert and advisor on hyperscaler alliances, enabling sales and partner teams to confidently execute co-sell and marketplace motions
• Contribute to multi-year alliance strategy, including new solution areas, joint innovation opportunities (e.g., AI-driven security), and expanded ecosystem partnerships

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?

Infoblox is an Affirmative Action and Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.