Riverbed Technology
Major Account Executive-Civilian
Riverbed Technology, Virginia, Minnesota, United States, 55792
Position
Title:
Major Account Executive Vertical:
Civilian Agencies Location:
Remote/Home Office Reston, VA (Washington DC metro area) Overview
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 thousands of market-leading customers globally – including 95% of the FORTUNE 100 – Riverbed is empowering next-generation digital experiences. What You Will Do
Maximize high-value sales into Federal Civilian Agencies, including cross- and up-selling, closing new business, and building long-term relationships. Position oneself as a thought leader and trusted advisor within assigned accounts. Understand their structure and hierarchies, identify the priorities, objectives, and motivations of multiple key stakeholders. Lead a complex sales cycle, orchestrating cross-functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership) to ensure alignment throughout the sales journey, delivering business value and maximizing customer satisfaction. Successfully manage a multi-month sales process with multiple stages, evaluations and approvals. Break the sales cycle into milestones and continuously track progress. Communicate and demonstrate the value of the Riverbed Platform, highlight ROI, and build a business case for the long-term benefits of the platform. Implement and execute an effective account management strategy. Understand each account’s unique challenges and tailor a solution aligned to their needs and goals. What Makes You An Ideal Candidate
Track record of success selling high-end enterprise platforms in the Federal marketplace, with experience in one or more of the following areas: Application Architecture & Performance Management, Cloud Services (SaaS, IaaS, PaaS), Hybrid Cloud, Subscription Model, Virtualization, and/or Infrastructure Management. Multiple years’ experience selling Federal Civilian Accounts, with existing relationships within assigned accounts and proven results closing large multi-million dollar transactions. Experience selling to the C-suite and other key procurement stakeholders. Demonstrated ability closing large, complex deals and navigating multi-decision maker procurement processes. Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships. What We Offer
Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Global employee wellness programs 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 and proven. We disrupt the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance. We are a customer-first company and are committed to creating a global impact. We strive to be an inclusive, fair, and enjoyable workplace and care about our people’s wellbeing. We are committed to our people, partners, and customers and to 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 to all employees and applicants 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, sexual orientation, genetics, marital status, veteran status or any other basis protected by applicable federal, state and local laws. Check us out on: www.riverbed.com @LifeAtRiverbed
#J-18808-Ljbffr
Title:
Major Account Executive Vertical:
Civilian Agencies Location:
Remote/Home Office Reston, VA (Washington DC metro area) Overview
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 thousands of market-leading customers globally – including 95% of the FORTUNE 100 – Riverbed is empowering next-generation digital experiences. What You Will Do
Maximize high-value sales into Federal Civilian Agencies, including cross- and up-selling, closing new business, and building long-term relationships. Position oneself as a thought leader and trusted advisor within assigned accounts. Understand their structure and hierarchies, identify the priorities, objectives, and motivations of multiple key stakeholders. Lead a complex sales cycle, orchestrating cross-functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership) to ensure alignment throughout the sales journey, delivering business value and maximizing customer satisfaction. Successfully manage a multi-month sales process with multiple stages, evaluations and approvals. Break the sales cycle into milestones and continuously track progress. Communicate and demonstrate the value of the Riverbed Platform, highlight ROI, and build a business case for the long-term benefits of the platform. Implement and execute an effective account management strategy. Understand each account’s unique challenges and tailor a solution aligned to their needs and goals. What Makes You An Ideal Candidate
Track record of success selling high-end enterprise platforms in the Federal marketplace, with experience in one or more of the following areas: Application Architecture & Performance Management, Cloud Services (SaaS, IaaS, PaaS), Hybrid Cloud, Subscription Model, Virtualization, and/or Infrastructure Management. Multiple years’ experience selling Federal Civilian Accounts, with existing relationships within assigned accounts and proven results closing large multi-million dollar transactions. Experience selling to the C-suite and other key procurement stakeholders. Demonstrated ability closing large, complex deals and navigating multi-decision maker procurement processes. Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships. What We Offer
Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Global employee wellness programs 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 and proven. We disrupt the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance. We are a customer-first company and are committed to creating a global impact. We strive to be an inclusive, fair, and enjoyable workplace and care about our people’s wellbeing. We are committed to our people, partners, and customers and to 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 to all employees and applicants 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, sexual orientation, genetics, marital status, veteran status or any other basis protected by applicable federal, state and local laws. Check us out on: www.riverbed.com @LifeAtRiverbed
#J-18808-Ljbffr