Major Account Executive-Civilian

Job Location s

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

Hybrid

Discreet sales

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.

Title: Major Account Executive

Vertical: Civilian Agencies

Location: Remote/Home Office Reston, VA (Washington DC metro area)

Riverbed is looking for a Major Account Executive to drive strategic sales efforts within Federal Civilian Agencies. Cultivating and managing key relationships, identifying business opportunities, and positioning the Riverbed Platform to meet the unique needs of Civilian Agencies.

• Maximize high-value sales into Federal Civilian Agencies, like Department of Energy, Department of Labor, NSF, Congress, FCC, GSA. 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.
• 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 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 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, 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.

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…