Riverbed Technology - Reston, VA

posted about 2 months ago

Full-time - Senior
Hybrid - Reston, VA
Professional, Scientific, and Technical Services

About the position

The Head of Federal Sales at Riverbed Technology is a senior leadership role responsible for driving the overall business strategy and revenue growth within the Federal market. This position requires a visionary leader who can develop and execute market strategies, manage integrated support teams, and foster relationships with key stakeholders. The role involves significant influence on Riverbed's growth plans and requires a deep understanding of the Federal market dynamics, customer needs, and sales processes.

Responsibilities

  • Develop, execute, and own Federal market strategies for Riverbed's business plan.
  • Meet or exceed revenue targets jointly developed with the Chief Revenue Officer.
  • Refine and bring structure, process, accountability, and leadership to existing Federal market programs.
  • Define new client strategies and programs to maximize market opportunities.
  • Establish tangible objectives, revenue goals, and priorities, and create performance measures.
  • Communicate accurate and realistic forecast information to the Chief Revenue Officer and Executive Leadership.
  • Work with marketing to develop go-to-market programs.
  • Act as the Company's Chief Salesperson for Federal market relationships.
  • Close important Federal market deals and act as the key figurehead for the organization.
  • Build and evolve the Federal market from a structural and operational standpoint.
  • Provide executive level support in closing key strategic opportunities.
  • Create a culture of success and ongoing business achievement.
  • Provide leadership to the Federal sales management team and foster a culture of accountability and high performance.
  • Recruit, develop, mentor, and manage a high-performance team.

Requirements

  • Experienced Federal market thought leader with a senior sales background in a large organization.
  • Exceptional track record selling high-end solutions in Cloud/SaaS, Network Performance Management, etc.
  • Inspirational people leader with the ability to support and manage complex sales processes.
  • Proven success in delivering annual revenue targets with year-over-year growth in the Federal market.
  • Ability to build a scalable sales organization and ramp revenue effectively.
  • Proven success with non-standard selling models and multi-product solutions strategy.
  • Superior management skills and ability to motivate and develop a diverse team.
  • Exceptional communication and negotiation skills, especially at executive levels.
  • Experience with complex contracts and GSA, Federal procurement.

Nice-to-haves

  • Experience in a hybrid work environment.
  • Familiarity with AI and machine learning solutions.

Benefits

  • Flexible workplace policies
  • Employee resource groups
  • Learning and development resources
  • Career progression pathways
  • Community engagement initiatives
  • Global employee wellness programs
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