Major Account Executives - Federal Agencies

Riverbed Technology; Great Falls Crossing (VA); Remote; USD 80,000 - 150,000; Full time

Job summary

An established industry player is seeking Major Account Executives to drive sales within federal agencies. This dynamic role involves understanding client needs, managing complex sales cycles, and demonstrating the value of innovative solutions. Join a forward-thinking company that values diversity and fosters a culture of collaboration and inclusivity. With a commitment to employee well-being and professional growth, this opportunity offers a chance to make a significant impact in the tech landscape. If you're passionate about technology and eager to empower clients with cutting-edge solutions, this role is perfect for you.

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 enterprise software to federal agencies.
• Experience managing complex sales cycles and high-end negotiations.

Responsibilities

• Maximize sales into federal accounts and build long-term relationships.
• Lead complex sales cycles and ensure alignment across teams.

Skills

Sales Strategy

Account Management

Negotiation

Customer Relationship Management

Complex Sales Cycle Management

Communication

Education

Bachelor's Degree

Relevant Sales Certifications

Tools

CRM Software

Sales Automation Tools

Job description

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 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.

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 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 processes.
• 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 software 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.
• Experience communicating the value proposition of the Riverbed platform to C-level executives.
• 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 risks 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 adherence to standardized Account / Opportunity management protocols / cadences.
• 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 diversity and value 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.

We want people of all backgrounds to see themselves represented and included in our work, so we actively seek to diversify our team and bring more voices to the table. We understand that when people can be themselves, more is possible. We would love to have more people on board to join us on our journey to be better every day! So, come speak with us about career possibilities at Riverbed.

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 childbirth (including breastfeeding), 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.

Riverbed encourages all of its U.S. employees to be fully vaccinated for COVID-19, but does not presently require its U.S. employees to be fully vaccinated unless such vaccination is required by applicable law or the duties of the specific position. If a specific position requires an employee to be fully vaccinated because of either applicable law or the duties of the position, then the offer of employment will be expressly conditioned on the individual being fully vaccinated for COVID-19 on or prior to their start date and providing proof of such vaccination unless the individual is legally exempt.

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

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