Major Account Executive, Intelligence Agencies

Major Account Executive, Intelligence Agencies

Riverbed, the leader in AI 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.

Title: Major Account Executives

Vertical: Intelligence Agencies

Location: Washington DC metro area based;
Office Hub in Reston, VA.

Clearance Required: TS/SCI Full Scope Polygraph

Riverbed is looking for strategic sellers to partner with our Federal Intelligence Agencies 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 with our customers.

• Maximize high‑value sales into Federal Intelligence Agencies. Cross‑ and up‑selling, closing new business, and building long‑term relationships.
• Position yourself as a thought leader and trusted advisor within assigned accounts. Understand 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) to ensure alignment throughout the sales journey, while delivering business value and maximizing customer satisfaction.
• Manage a multi‑month sales process, consisting of multiple stages, evaluations and approvals. Break a long sales cycle down into smaller milestones and continuously track progress.
• Communicate and demonstrate the value of the Riverbed Platform, highlighting 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. Understand each account’s unique challenges then tailor a solution that aligns to their needs and goals.

• 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 and successfully navigating a complex procurement/buying process involving multiple decision makers.
• Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships.

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.

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…