Major Account Executive

Riverbed Technology; Bethesda (MD); Remote; USD 80,000 - 150,000; Full time

Job summary

An established industry player is seeking a Federal Major Account Executive to drive sales within Federal Intelligence Agencies. This role involves maximizing high-value sales, building long-term relationships, and leading complex sales cycles. The ideal candidate will possess a strong track record in selling enterprise platforms and have experience negotiating large deals. Join a forward-thinking company that values innovation and customer success, and be part of a team that is committed to empowering digital experiences across the federal landscape.

Benefits

Flexible Workplace Policies

Employee Resource Groups

Learning and Development Resources

Career Progression Pathways

Community Engagement Initiatives

Global Employee Wellness Programs

Qualifications

• Proven track record in selling high-end enterprise platforms.
• Experience in negotiating large multi-million dollar transactions.

Responsibilities

• Maximize high-value sales into Federal Intelligence Agencies.
• Lead complex sales cycles and manage multi-month sales processes.

Skills

Sales Strategy

Negotiation

Account Management

Relationship Building

Understanding of Federal Marketplace

Education

Bachelor's Degree

Master's Degree

Tools

CRM Software

Sales Analytics Tools

Job description

Major Account Executive

Job Locations

US-VA-Home Office | US-MD-Home Office

Workplace Type

Remote

Category

Sales

Req No.

2025-7692

Riverbed. Empower the Experience

Riverbed, the leader in AI observability, helps organizations optimize their user's 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 improves 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.

Position

Title: Federal Major Account Executives

Vertical: Intelligence Agencies

Location: Remote/Home Office

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

customers. Identifying and understanding their needs, then configuring an appropriate offering through the Riverbed Platform to meet those needs and allow for continued mission success.

What you will do

Maximize high-value sales into Federal Intelligence Agencies. 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.
• 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 platform 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 Army accounts, with proven results closing large multi-million dollar transactions.
• Experience selling to the C-suite, along with key stakeholders involved in the purchasing decision.
• Demonstrated ability closing large, complex deals. Successfully navigating a complex procurement/buying process, involving multiple decision makers.
• Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships

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.

About Riverbed

With a 20-year history of innovation, Riverbed is agile, yet proven, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance While we are a 'customer-first' company, we are all about our people with a shared commitment to creating a global impact. We bring our best selves to work and pursue excellence, trust, and respect for one another. We welcome and encourage transparency and open communication throughout the company. We strive to be an inclusive, fair, and enjoyable workplace for our people globally and care about their wellbeing. We are committed to our people, partners, and customers while supporting the communities where we work and live. It's the Power of WE that binds us together.

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.

Check us out on:
www.riverbed.com
@LifeAtRiverbed

Tags

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