Federal Enterprise Account Executive (Remote)

Riverbed Technology; United States; Remote; Full time

Job description

Riverbed. Empower the Experience

Riverbed, the leader in AIOps for observability, helps organizations optimize their users’ experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed’s open and AI-powered observability platform and solutions optimize digital experiences and greatly improve IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with our thousands of market-leading customers globally – including 95% of the FORTUNE 100 – we are empowering next‑generation digital experiences. Learn more at riverbed.com

Position

Title: Major Account Executives, Federal Agencies (Multiple opportunities supporting various federal agencies)

Location: Remote/Home Office, Reston Federal Team office

Riverbed is looking for strategic sellers to partner with our federal customers. Identifying and understanding their business needs, then configuring an appropriate offering through the Riverbed Platform to meet those needs and allow for continued mission success.

What you will do

• Maximizing high‑value sales into federal accounts. Cross‑ and up‑selling, closing new business, and building long‑term relationships.
• Position oneself as a thought leader and trusted advisor within assigned your accounts. Understanding their structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders.
• Lead a complex sales cycle, orchestrating and leveraging cross‑functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership) ensuring alignment throughout the sales journey, while delivering business value and maximizing customer satisfaction.
• Successfully manage a multi‑month sales process, consisting of multiple stages, evaluations and approvals. Breaking a long sales cycle down into smaller milestones and continuously tracking your progress.
• Communicate and demonstrate the value of the Riverbed Platform, highlighting the ROI, and building a business case that helps decision‑makers understand the long‑term benefit of the platform.
• Expertly orchestrate and leverage internal and external players through complex sales cycles and buying process
• Implement and execute an effective account management strategy. Understanding each account’s unique challenges, then tailoring a solution that aligns to their needs and goals.

What makes you an ideal candidate

• Track record of success selling high‑end enterprise solutions in the Federal marketplace, preferably in one or more of the following technical realms/disciplines: Application Architecture & Performance Management, Cloud Services (SaaS, IaaS, PaaS), Hybrid Cloud, Subscription Model, Virtualization, and/or Infrastructure Management.
• Multiple years’ experience negotiating high end deals with federal agencies, and managing a complex sales‑cycle, with proven results closing large multi‑million dollar transactions.
• C‑level executives the value proposition of Salesforce platform
• Leverageable experience with customer knowledge and existing relationships within assigned enterprise accounts
• Disciplined approach to Close Planning / Opportunity Management (predictably progressing business and identifying / mitigating all risk to closure).
• Experience closing large, complex deals. Successfully navigating complex buying processes involving multiple decision makers.
• Disciplined approach to Account Planning / Pipeline Development (maintaining the appropriate funnel coverage and velocity).
• Demonstrated Forecasting Accuracy and adheres to standardized Account / Opportunity management protocols / cadences.
• Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationship

What we offer

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well‑being of our employees.

Benefits & Perks vary by Country.

Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws.