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About the Role

Serve as the trusted technical advisor to customers and partners, providing presales consultation, solution recommendations, and hands-on support to help identify business challenges and propose effective technical designs and solutions. Collaborate closely with sales, channel, and cross-functional teams to drive revenue growth through high-touch presales engagements and end-to-end technical guidance throughout the entire sales cycle.

Responsibilities

Lead customer value discovery to uncover critical pains, desired outcomes, and decision criteria; translate these into measurable hypotheses, KPIs, and executive win-themes that guide the sales strategy.
Diagnose the customer’s current state and design the desired future state architecture, mapping Infoblox capabilities to quantified business outcomes, risk reduction, and time-to-value.
Build executive-ready ROI/TCO models and qualified business cases that articulate economic impact, cost of inaction, productivity gains, and operational risk mitigation.
Plan and execute PoV engagements with clear success criteria tied to outcomes; baseline current performance, instruction telemetry, and validate value hypotheses with agreed metrics.
Drive a mutual evaluation plan with the account team and champion, aligning to Meddicc/Meddpicc elements.
Present value narratives to technical and non-technical stakeholders, including C-level audiences, using clear storytelling that connects architecture choices to financial and operational results.
Differentiate against competitors using value-based messaging – emphasize measurable outcomes, total economic impact, and unique risk coverage rather than feature parity.
Collaborate on pricing and packaging anchored in delivered value; recommend right-sized scopes, phased value realization, and reference architectures that accelerate adoption.
Maintain rigorous SFDC hygiene and cadence: document value hypotheses, PoV success criteria, metrics status, economic buyer access, and next best actions throughout the cycle.
Capture validated outcomes and customer references; contribute quantified value stories, templates, ROI calculators, and playbook assets back to the field for reuse.
Leverage AI-enabled presales workflows across discovery, solutioning, and execution.
Build and maintain reusable AI prompt libraries, templates, and governed knowledge bases to ground outputs in approved content; continuously refine prompts for accuracy and tone.
Leverage AI-assisted insights to sharpen customer discovery, tailor value messaging, and improve technical and storytelling.

Requirements

Bachelor’s degree in Computer Science/Engineering, or equivalent.
Minimum 8+ years of experience in sales engineering or customer-facing presales technical presales role, preferably within a direct sales environment.
Strong hands-on expertise in networking, cloud infrastructure, and cybersecurity technologies.
Demonstrated ability to run value selling motions end to end: discovery, diagnosis, quantification (ROI/TCO), PoV proof, executive business case, and value realization handoff.
Proven experience designing and conducting PoV engagements with outcome-based success criteria and telemetry-driven valuation.
Working proficiency with value-based selling frameworks (eg. MEDDICC/MEDDPICC, Challenger, SPIN) including access to the economic buyer and clear definition of metrics and decision criteria.
Practical experience with AI tools in presales (eg. LLM copilots, prompt engineering, retrieval-augmented generation, summarization, translation, and data analysis) to accelerate discovery notes, RFP/RFI responses, demo storylines, competitive battlecards, and PoV telemetry analysis.
Experience applying AI to accelerate account preparation, competitive positioning, proposal development, and opportunity follow-through.
Strong discipline in using AI alongside Salesforce and established sales processes to support better execution, higher quality output, and improve productivity.
Comfortable operating in a dynamic, start-up environment, with a proactive and hands-on approach to problem-solving and cross-functional collaboration.

Skills

Networking
Cloud infrastructure
Cybersecurity technologies
Value selling
AI tools in presales
Salesforce

Location

Osaka
Kobe

Work Type

Full-time

Experience Level

Senior
8+ years

Education Level

Bachelor’s degree in Computer Science/Engineering, or equivalent

Benefits

Comprehensive health coverage
Generous PTO
Flexible work options
Learning opportunities
Career-mobility programs
Leadership workshops
Sixteen paid volunteer hours each year
Global employee resource groups
A “No Jerks” policy that keeps collaboration healthy
Modern offices with EV charging
Healthy snacks
Hackathons
Game nights
Culture celebrations
Charitable Giving Program supported by Company Match

About the Company

At Infoblox, every breakthrough begins with a bold “what if.”
Our cloud-first networking and security solutions already protect 70% of the Fortune 500.
Glassdoor Best Places to Work 2025, Great Place to Work-Certified in five countries, and Cigna Healthy Workforce honors three years running.
Recognized as CybersecAsia’s Best in Critical Infrastructure 2024.
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.

Equal Opportunity

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.