Major Account Executive, Intelligence Agencies
Reston, Fairfax County, Virginia, 22090, USA
Listed on 2026-05-29
-
Sales
Business Development, SaaS Sales, Technical Sales, Sales Development Rep/SDR
Major Account Executive, Intelligence Agencies
Job Location s
US-VA-Reston | US-MD-Home Office
Workplace Type
Hybrid
Category
Sales
Req No.
Riverbed. Empower the ExperienceRiverbed, the leader in AIOps for 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. Learn more at
Title: Major Account Executives
Vertical:
Intelligence Agencies
Location: Washington DC metro area based;
Office Hub in Reston, VA.
Clearance Required: Seller will need to have a TS/SCI Full Scope Polygraph
Riverbed is looking for strategic sellers to partner with our Federal Intelligent Agencie 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.
What you will do- Position oneself as a thought leader and trusted advisor within assigned your 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.
Maximize high-value sales into Federal Intelligence Agencies. Cross- and up-selling, closing new business, and building long-term relationships.
- 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. 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.
About RiverbedWith a 20-year history of innovation, Riverbed is agile and proven-and we continue to disrupt the market with differentiated solutions that help customers deliver secure, seamless digital experiences…
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