Major Account Executives - Federal Agencies

Riverbed Technology•Home Office, VA

9h•Remote

About The Position

Riverbed is looking for strategic sellers to partner with our federal customers. Identifying and understanding their business needs, then configuring an appropriate offering through the Riverbed Platform to meet those needs and allow for continued mission success. This role involves maximizing high-value sales into federal accounts, cross- and up-selling, closing new business, and building long-term relationships. The position requires acting as a thought leader and trusted advisor within assigned accounts, understanding their structure and hierarchies, and identifying the priorities, objectives, and motivations of multiple key stakeholders. The Major Account Executive will lead complex sales cycles, orchestrating and leveraging cross-functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership) to ensure 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 down long sales cycles into smaller milestones and continuously tracking progress. Communicating and demonstrating the value of the Riverbed Platform, highlighting ROI, and building a business case that helps decision-makers understand the long-term benefit of the platform. Expertly orchestrating and leveraging internal and external players through complex sales cycles and buying processes, and implementing and executing an effective account management strategy by understanding each account’s unique challenges and 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

Responsibilities

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.