Major Account Executive – Federal Agencies

🕒 il y a 8 mois

🌲 North Carolina, Virginia – Distant

🌲 North Carolina – Remote ⚔️ Virginia – Remote

⏰ Temps Plein

🟡 Intermédiaire

🟠 Senior

🧑‍💼 Ingénieur d'affaires

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Riverbed Technology

Site WebLinkedInTous les Emplois

1001 - 5000 employés

Fondée en 2002

🏢 Entreprise

☁️ SaaS

🔧 Matériel

Enterprise • SaaS • Hardware

Riverbed Technology est un fournisseur de solutions de performance réseau et d'expérience numérique qui aide les organisations à éclairer et accélérer chaque interaction numérique. Il propose des logiciels, des services cloud et des produits basés sur des équipements pour la surveillance des performances applicatives et réseau, l'optimisation WAN et la gestion de l'expérience numérique, permettant aux entreprises d'offrir une performance sans faille pour les clients et les employés.

Description

• Maximizing high-value sales into federal accounts. • Cross- and up-selling, closing new business, and building long-term relationships. • 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. • Expertly orchestrate and leverage internal and external players through complex sales cycles and buying process. • 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.

🎯 Exigences

• Track record of success selling high-end enterprise solutions 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 federal agencies, and managing a complex sales-cycle, with proven results closing large multi-million dollar transactions. • C-level executives the value proposition of Salesforce platform. • Leverageable experience with customer knowledge and existing relationships within assigned enterprise accounts. • Disciplined approach to Close Planning / Opportunity Management (predictably progressing business and identifying / mitigating all risk to closure). • Experience closing large, complex deals. • Successfully navigating complex buying processes involving multiple decision makers. • Disciplined approach to Account Planning / Pipeline Development (maintaining the appropriate funnel coverage and velocity). • Demonstrated Forecasting Accuracy and adheres to standardized Account / Opportunity management protocols / cadences. • Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationship.

🏖️ Avantages

• flexible workplace policies • employee resource groups • learning and development resources • career progression pathways • community engagement initiatives • global employee wellness programs