Title: Major Account Executives

Vertical: Intelligence Agencies

Location: Washington DC metro area based; Office Hub in Reston, VA.

Clearance Required: Seller will need to have a TS/SCI Full Scope Polygraph

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.

What you will do

• 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 accounts unique challenges, then tailoring a solution that aligns to their needs and goals.

What makes you an ideal candidate

• 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

What we offer

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees.

Benefits & Perks vary by Country.

Check us out on:www.riverbed.com@LifeAtRiverbed

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