Major Account Executive – Federal Agencies

November 25

🌲 North Carolina – Remote

Although this job is listed in North Carolina, this company may be open to hiring remote in other states.

⚔️ Virginia – Remote

Although this job is listed in Virginia, this company may be open to hiring remote in other states.

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Riverbed Technology

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Enterprise • SaaS • Hardware

Riverbed Technology is a provider of network and digital experience performance solutions that help organizations illuminate and accelerate every digital interaction. It offers software, cloud services, and appliance-based products for application and network performance monitoring, WAN optimization, and digital experience management so enterprises can deliver seamless performance for customers and employees.

1001 - 5000 employees

Founded 2002

🏢 Enterprise

☁️ SaaS

🔧 Hardware

📋 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.

🎯 Requirements

• 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.

🏖️ Benefits

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