Senior Alliance Manager Federal Systems Integrators(FSI)

At Infoblox every breakthrough begins with a bold what if.
What if your ideas could ignite global innovation
What if your curiosity could redefine the future

We invite you to step into the next exciting chapter of your career journey. Bring your creativity drive your daring spirit and feel what its like to thrive on a team big enough to make an impact yet small enough to make a difference. Our cloud-first networking and security solutions already protect 70% of the Fortune 500 and were looking for creative thinkers ready to push that influence even further. Join us and discover how far your bold what if can take the world your community and your career.

Here how we empower our people is extraordinary: Glassdoor Best Places to Work 2025 & 2026 Great Place to Work-Certified in five countries and Cigna Healthy Workforce honors three years running and what we build is world-class: recognizedas CybersecAsias Best in Critical Infrastructure 2024 evidence that when first-class technology meets empowered talent remarkable careers take shape. So what if the next big idea and the next great career story comes from you Become the force that turns every what if into whats next.

In a world where you can be anything Be Infoblox.

Senior Alliance Manager Federal Systems Integrators (FSI)

We have an opportunity for a Sr. Alliance Manager Federal Systems Integrators (FSI) to join our Partner Sales and U.S. Public Sector teams reporting to the Vice President Partner Sales Americas with a dotted-line reporting relationship to the Vice President U.S. Public Sector.

This is a foundational role. Infoblox has delivered solutions to the federal government since 2000 and operates at every classification level yet we are too often treated as a commodity line item on a primes bill of materials rather than as a strategic teaming partner. You will change that. You will build and own Infobloxs Federal Systems Integrator practice a sell-with and sell-through motion focused on our Top 5 federal primes (RTX GDIT Leidos Lockheed Martin and Accenture Federal Services) and make Infoblox the pre-wired assumption inside their network Zero Trust and cyber program architectures. While the Top 5 anchor the practice you will opportunistically engage additional primes and mid-tier integrators including SAIC Booz Allen Hamilton CACI Peraton and Northrop Grumman wherever Infoblox solutions have a natural fit or where a teaming relationship is required to reach an agency program.

End customers span the full U.S. Public Sector with the center of gravity on federal agencies across Defense the Intelligence Community and Federal Civilian. Where a prime holds state local education or public healthcare work that fits Infoblox you will pursue it in coordination with our SLED teams federal is the priority but the practice is not federal-only.

Success in this role is measured in influenced bookings and programmatic wins not in transactional volume. You are credited on the pipeline and revenue you shape through the primes. Our successful sellers have an entrepreneurial spirit while acting ethically and transparently.

Be a Contributor What Youll Do

• Own the end-to-end relationship with a named portfolio of Federal Systems Integrators anchored on the Top 5 primes and extending to additional integrators as program opportunities warrant serving as the single accountable Infoblox point of contact for each
• Build and execute joint business plans and goal sheets per prime aligned to agency footprint active program mix and procurement vehicle access; prioritize primes based on adjacency to Infobloxs existing installed base
• Continuously assess the broader integrator landscape and recommend when to elevate an additional prime or mid-tier integrator into the named portfolio based on agency presence program relevance vehicle access and managed-services ambition
• Drive pre-RFP capture and proposal shaping be in the room when primes are architecting bids that touch Army Navy DHS DoD DoS and IC networks as well as qualifying SLED programs. If Infoblox is not in the architecture by the time the RFP drops we are in a price fight we may lose
• Maintain a pursuit calendar tied to recompetes and technology refresh cycles; align each FSI by agency and vehicle path so pursuits are worked ahead of solicitation not after
• Build a proposal module library of ready-to-paste Infoblox technical sections for major proposal themes (Zero Trust DNS enforcement FedRAMP-compliant cloud DDI PDNS/CISA alignment UDDI modernization) that make it frictionless for any FSI solution architect to include Infoblox in a bid
• Orchestrate the Carahsoft relationship for FSI capture teaming and co-marketing manage a single intake workflow drive SEWP V utilization with Carahsoft and Immix Technology and leverage Carahsofts cleared delivery capability to fill gaps without expanding internal professional services
• Own FSI enablement under the Skilled to Secure program: certification tracks for prime sales pre-sales and professional services engineers; NFR and demo allocations; deal registration discipline; and Elite Partner Rewards / SPIFF alignment to named pursuits
• Plan and deliver FSI Days and co-branded capture workshops (roadmaps demos hands-on labs partner packages) and represent Infoblox at prime and agency events including the U.S. Public Sector Innovation Summit
• Position Infoblox as the intelligence layer rather than a hardware line item translate DDI telemetry Infoblox Threat Defense and Universal DDI into prime-facing narratives tied to Zero Trust cloud migration network modernization and managed security/MSSP practices the primes are building
• Navigate public sector contract vehicles with fluency SEWP V OASIS CIO-SP4 NETCENTS-2 GSA Schedule agency-specific IDIQs and state and cooperative vehicles where applicable and drive Infoblox onto prime approved vendor lists quickly
• Partner tightly with Federal and SLED Account Managers Solution Architects Channel Marketing Legal and Product to align prime pursuits with direct agency account plans across the Public Sector and avoid channel conflict
• Maintain the FSI scoreboard and governance cadence: pursuits by program agency and vehicle; FSI owner; stage and value; coverage multiple; deal-registration status; enablement status; NFR usage; risks and next steps. Deliver monthly capture reviews with Carahsoft and FSI executive sponsors and quarterly updates against plan
• Prepare and present accurate forecasts and maintain current opportunity deal-registration and partner data in Salesforce
• 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

• 7 years of successful technology sales alliances or capture experience in the U.S. Public Sector market with a predominantly federal focus and a proven track record of attaining quota or influenced-bookings targets using solution selling / target account selling methodology
• 3 years working directly with Federal Systems Integrators or Global Systems Integrators (RTX GDIT Leidos Lockheed Martin Accenture Federal Services or peers such as SAIC Booz Allen Hamilton CACI Peraton and Northrop Grumman) in a sell-with or sell-through capacity
• Demonstrated success getting a technology embedded into a primes solution architecture pre-RFP and existing relationships with prime capture managers solution architects and program leadership
• In-depth understanding of federal procurement processes compliance standards and funding cycles including GWACs IDIQs BPAs GSA Schedule SEWP V OASIS CIO-SP4 and NETCENTS-2
• Working knowledge of the federal program landscape and drivers CDM Zero Trust (OMB M-22-09) event logging (M-21-31) TIC 3.0 IPv6 transition FedRAMP and OMB M-24-15 EO 14028 and NIST SP 800-81; awareness of how these standards carry into SLED buying decisions is a plus
• Experience with distributor and aggregator-led motions; familiarity with Carahsofts capture and teaming model is a strong advantage
• Experience with long sales cycles complex teaming and deal structures and multi-stakeholder environments spanning prime business development capture engineering and contracts organizations
• Ability to understand complex technical problems in the networking and security industry at a business level and to present technical concepts and business solutions clearly through demonstrations briefings and proposal content
• Experience selling at the executive level; excellent written presentation negotiation and interpersonal skills
• Self-motivated and able to problem solve with limited direction; comfortable building a practice from the ground up with a roll up your sleeves mindset
• Comfortable operating in a matrixed reporting structure across Partner Sales and Public Sector leadership
• Experience in DNS DHCP and IPAM (DDI) puts you at the front of the line; cloud and/or security knowledge is highly desirable
• Professionals with superior people skills and a can-do attitude highly desired
• Ability to obtain and maintain a U.S. security clearance; active TS/SCI a plus
• Bachelors degree
• Located in the DC/MD/VA area with willingness to travel to prime facilities agency sites and industry events

Be Successful Your Path

First 90 Days: Immerse in our culture and connect with mentors. Finalize the Top 5 FSI target list with executive sponsors and named target programs establish the criteria and watch list for additional integrators lock the Carahsoft engagement workflow deliver an Infoblox FSI Day and publish the first partner packages covering PDNS adoption UDDI modernization and Zero Trust DNS.

Six Months: Co-sell on six or more named pursuits with registered deals certify two priority FSIs to the Sapphire track run three agency capture workshops and stand up the FSI scoreboard and monthly governance cadence with measurable pipeline coverage against plan.

One Year: Deliver two or more programmatic wins influenced by FSI primes 10 certified FSI practitioners and a measurable lift in FSI-influenced ACV and cycle time contributing to the FY27 target of $10.2M in FSI-influenced bookings on $35.6M of pipeline at 3.5x coverage weighted toward federal with selective SLED influence.

Throughout all revenue is realized through the primes and through Carahsoft this is a sell-with and sell-through practice not a direct-sales territory.

Belong Your Community

Our culture thrives on inclusion rewarding the bold ideas curiosity and creativity that move us a community where every voice counts continuous learning is the norm. So whether you code create sell or care for customers youll 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.

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