Major Account Executive, Intelligence Agencies

Riverbed Technology•Home Office, VA

10h•Hybrid

About The Position

Riverbed is looking for strategic sellers to partner with our Federal Intelligent Agencie customers. Identifying and understanding their needs, then configuring an appropriate offering through the Riverbed Platform to meet those needs and allow for continued mission success with our customers. This role involves maximizing high-value sales into Federal Intelligence Agencies, cross- and up-selling, closing new business, and building long-term relationships. The ideal candidate will position themselves as a thought leader and trusted advisor within assigned accounts, understanding their structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders. The role requires leading 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 managing a multi-month sales process, consisting of multiple stages, evaluations and approvals, by breaking a long sales cycle down into smaller milestones and continuously tracking progress. Communicating and demonstrating 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. Implementing and executing 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 platform 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 Army accounts, with proven results closing large multi-million dollar transactions.
Experience selling to the C-suite, along with key stakeholders involved in the purchasing decision.
Demonstrated ability closing large, complex deals.
Successfully navigating a complex procurement/buying process, involving multiple decision makers.
Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships.
Seller will need to have a TS/SCI Full Scope Polygraph.

Responsibilities

Maximize high-value sales into Federal Intelligence Agencies.
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.
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.