Note: The job is a remote job and is open to candidates in USA. Riverbed Technology, a leader in AIOps for observability, is seeking a Major Account Executive focused on Federal Intelligence Agencies. The role involves maximizing high-value sales, leading complex sales cycles, and implementing effective account management strategies to meet customer needs.
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
- 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
Skills
- Clearance Required: Seller will need to have a TS/SCI Full Scope Polygraph
- 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
Benefits
- Flexible workplace policies
- Employee resource groups
- Learning and development resources
- Career progression pathways
- Community engagement initiatives
- Global employee wellness programs crafted to support the physical, emotional, and financial well-being of our employees
Company Overview