Major Account Executive

Overview

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.

Title: Major Account Executive

Location: Greater Boston or Greater Philadelphia

We are looking to hire a seasoned Major Account Executive to own and grow a small number of highly strategic, major accounts. This role is responsible for building deep, executive-level relationships, developing multi-year account strategies, and driving large, complex SaaS deals that deliver transformational business outcomes for some of the world's largest enterprises.

The ideal candidate has a proven track record of closing seven- and eight-figure SaaS deals, navigating complex buying committees, and orchestrating global account teams across sales, solutions engineering, customer success, product, and partners.

• Maximize high-value sales into 2-3 major accounts. Cross- and up-selling, closing new business, and building long-term relationships with one of our clients in the banking industry.
• Proven Track Record is a must.
• Ability to align clients business strategy with technology. Adept in building and executing ROI methodology.
• Position oneself as a thought leader and trusted advisor within assigned strategic 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.

• Track record of success selling high-end enterprise software in a SaaS subscription model.
• Multiple years' experience in large enterprise sales. Selling to the C-Suite, along with key stakeholders involved in the purchasing decision.
• Existing relationships within assigned accounts.
• Experience closing large, complex deals. Successfully navigating complex buying processes involving multiple decision makers.

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…