Major Accounts Software Sales Executive

Riverbed Technology, Inc.   •  

Bethesda, MD

Industry: Technology

  •  

11 - 15 years

Posted 48 days ago

Core Responsibilities include:

  • You will manage the strategic selling cycle for 10+ high profile Federal Civilian accounts, such as HHS, DOT/FAA, US Postal Service, and other top Civilian accounts.
  • Establish and maintain long-term client relationships; qualifying new business in addition to participating in retention, cross sell, and up sell opportunities.
  • Lead a complex sales cycle; orchestrating, leveraging and collaborating with additional resources – i.e. partners, inside sales, Solutions (Presales) Engineers, Sales Management, and Executive leadership – when needed.
  • Prepare accurate forecast, document daily activities in salesforce, and perform other task necessary to drive sales revenue and communicate activities to sales management.
  • Work autonomously to meet and exceed assigned revenue targets & goals
  • Sell deeper and wider into assigned accounts. Identifying requirements from other departments within an assigned account and then configuring an appropriate offering from our portfolio to meet those needs.
  • Serve as a Trusted Advisor – identifying, penetrating, and securing potential targets through a relationship-based approach.

Core Requirements include:

  • Exceptional track record selling high-end software solutions, preferably in one or more of the following disciplines: Application Architectures & Performance Management, Business Analytics Tools, End User Experience, SaaS, IaaS, Hybrid Cloud, Cloud Storage, Subscription Model, Virtualization, and Infrastructure Management into Federal Civilian accounts.
  • New business hunter with 10+ years Enterprise Software Sales experience, selling across multiple verticals
  • Previous success with complex sales involving multiple decision makers and sales cycles of 3 to 12 months
  • Strong experience of selling to C-Suite (or one level below) with a good understanding of technology
  • Individual must possess good communication skills and ability to interact with all levels or organizations
  • Good working knowledge of Partner ecosystem and experience establishing and fostering strong Partner relationships.
  • Existing relationships within the assigned client base is preferred.
  • Tenacity, wit and energy to get in front of prime targets and build relationships with new and existing Riverbed clients

No. 2019-4933