About the position
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 improves 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. Riverbed is looking for strategic sellers to partner with the world's largest organizations, helping them to navigate an evolving digital landscape while driving desired business outcomes through the Riverbed Platform.
Responsibilities
- Maximize high-value sales into large enterprise accounts.
- Cross- and up-sell, close new business, and build long-term relationships.
- Position oneself as a thought leader and trusted advisor within assigned strategic accounts.
- Understand account structures and hierarchies, identifying priorities, objectives, and motivations of key stakeholders.
- Lead a complex sales cycle, orchestrating and leveraging cross-functional teams to ensure alignment throughout the sales journey.
- Manage a multi-month sales process, breaking it down into smaller milestones and continuously tracking progress.
- Communicate and demonstrate the value of the Riverbed Platform, highlighting ROI and building a business case for decision-makers.
- Implement and execute an effective account management strategy tailored to each account's unique challenges.
Requirements
- Track record of success selling high-end enterprise platforms in a SaaS subscription model.
- Multiple years' experience negotiating high-end deals with large enterprise organizations.
- Proven results closing large multi-million dollar transactions.
- Experience selling to the C-Suite and key stakeholders involved in purchasing decisions.
- Disciplined approach to Close Planning / Opportunity Management.
- Experience closing large, complex deals and navigating complex buying processes.
- Disciplined approach to Account Planning / Pipeline Development.
- Demonstrates Forecasting Accuracy and adheres to standardized Account / Opportunity management protocols.
Nice-to-haves
- Leverageable experience with customer knowledge and existing relationships within assigned enterprise accounts.
- Expertly orchestrate and leverage internal and external players through complex sales cycles.
Benefits
- Flexible workplace policies.
- Employee resource groups.
- Learning and development resources.
- Career progression pathways.
- Community engagement initiatives.
- Global employee wellness programs.
