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Riverbed Technology · 4 months ago

Major Account Executive, Intelligence Agencies

US-VA-Reston

Full-time

Hybrid

Senior Level

Riverbed Technology is a leader in AI observability, helping organizations optimize user experiences through AI automation. They are seeking a Major Account Executive to partner with Federal Intelligence Agencies, focusing on maximizing sales, building relationships, and delivering value through the Riverbed Platform.

Business Process Automation (BPA)Cloud ComputingInformation TechnologySoftware

No H1B

Security Clearance Required

U.S. Citizen Only

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

Qualification

Sales StrategyAccount ManagementEnterprise SalesNegotiation SkillsTechnical SalesCloud ServicesC-suite EngagementRelationship BuildingCommunication SkillsTeam Collaboration

Required

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

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 accounts. Understanding their structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders

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

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