Senior Director, EMEA Business Development & Ecosystem

Overview

As Senior Director, you own Infoblox’s EMEA partner ecosystem growth, spanning strategic resellers, hyperscalers, GSIs, and distribution. You will architect a multi-tier model, lead a three-pillar team, and translate ecosystem ambition into a forecast you own and beat. You’ll partner with cross-functional teams to drive co-sell opportunities and new-logo growth at scale. This is a high-visibility role shaping Infoblox’s ecosystem strategy in EMEA with executive-level influence.

Pay / Benefits

• Comprehensive health coverage
• Generous PTO
• Flexible work options
• Learning opportunities and leadership workshops
• Volunteer hours and global employee resource groups
• Competitive base salary plus ecosystem-sourced commission/bonus and equity

Responsibilities

• Own the EMEA partner ecosystem revenue target across multiple partner types with clear linkage to ACV and pipeline
• Define and execute the EMEA ecosystem strategy, including segmentation, roles across tiers, and direct-versus-partner motions
• Establish joint business plans, targets, cadences, and performance measures with accurate forecasting and corrective actions
• Lead the three-pillar organization (Strategic Partner Accounts, Hyperscaler Alliances, Inside Partner Team) and develop top talent
• Build executive relationships with strategic partners to expand pipeline and influence complex deals
• Lead the AWS, Azure, and Google Cloud hyperscaler strategy with co-sell plays and marketplace adoption
• Scale distribution and long-tail partner contribution through onboarding, enablement, demand generation, and co-sell motions
• Optimize partner coverage and engagement as the business scales while avoiding channel conflict
• Align with direct sales, channel programs, marketing, and distribution to drive co-sell and new-logo revenue
• Represent the EMEA ecosystem to leadership, translating partner performance into strategy and investment decisions

Key requirements

• 12+ years in enterprise software, networking, or cybersecurity sales/business development in EMEA
• 5+ years leading partner/ecosystem-focused organizations across multiple EMEA markets
• Proven track record scaling multi-tier partner ecosystems and increasing partner-sourced revenue
• Experience managing hyperscaler co-sell relationships and marketplace motions (AWS, Azure, GCP)
• Hands-on with GSIs and large systems integrators in complex enterprise deals
• Deep knowledge of two-tier distribution and activating long-tail channels via distributors
• Strong commercial instincts: forecasting, partner economics, incentives, and coverage models
• Leadership of cross-functional teams in distributed, multicultural environments
• Excellent executive presence and cross-functional influence
• Willingness to travel within EMEA; BS/BA required; MBA or equivalent advantageous

• executive presence
• cross-functional influence
• strategic thinking
• hyperscaler co-sell
• AWS
• Microsoft Azure

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