Major Account Executive, Navy​/Marines

Riverbed, 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 Executive Navy/Marines

Location:
Home/Remote/ Hybrid, Based on location ( Washington DC , Reston,VA OR Charleston, SC areas preferred)

We are seeking a high-impact Major Account Executives who excels at selling high-value, multi-million-dollar platform deals into complex, Federal Navy and Marine Corps organizations. This individual is a strategic account manager, a relationship-driven operator, and a master deal quarterback who can confidently navigate multi-stakeholder environments, build executive alignment, and articulate business value tied to measurable outcomes.

The ideal candidate thrives in competitive environments, "owns the battle," and leads the entire sales motion from initial engagement through contract execution.

Strategic Enterprise Sales Leadership

• Own and drive the full enterprise sales cycle for high-value, multi-year SaaS platform deals ($5M-$10M+).
• Quarterback cross-functional teams (Solutions Engineering, Product Engineering, Legal, Security, Finance, Executive Sponsors) to orchestrate and close complex deals.
• Develop and execute strategic account plans for major federal accounts (Navy/Marines) identifying expansion and renewals opportunities, and long-term value.
• Proven DoD / Navy / Marine Corps relationships
• Ability to navigate mission owners, CIO/CISO organizations, acquisition executives, contracting officers, and systems integrators

Executive Engagement & Thought Leadership

• Build and maintain trusted relationships with C-level executives, SVPs, and business line leaders within major accounts.
• Communicate compelling business value, ROI, and platform differentiation in clear, executive-level language.
• Facilitate strategic workshops, value assessments, and business case development aligned to customer outcomes.

Deal Strategy, Negotiation & Execution

• Lead the deal strategy from discovery through contract signature, ensuring proper governance, value articulation, and competitive positioning.
• Navigate complex procurement processes, legal negotiations, compliance/security reviews, and multi-threaded stakeholder approval paths.
• Develop persuasive proposals, commercial constructs, and negotiation strategies that maximize deal size, velocity, and long-term customer value.

Competitive Drive & "Own the Battle" Mentality

• Demonstrate a high level of grit, urgency, and competitive intensity to win complex deals in crowded enterprise markets.
• Develop strategies to outmaneuver competitors, strengthen customer commitment, and keep deal momentum moving forward.
• Represent the customer internally while ensuring clear ownership, accountability, and leadership throughout the deal process.

Relationship Expansion & Account Growth

• Expand executive relationships and deepen multithreaded engagement across business units, regions, and technical organizations.
• Identify and pursue opportunities to grow ACV, cross-sell platform capabilities, and drive long-term account adoption.
• Partner closely with Customer…