Riverbed Technology · 2 weeks ago
Major Account Executive-Civilian
United States
Full-time
Remote
Senior LevelRiverbed Technology is a leader in AI observability, helping organizations enhance user experiences through AI automation. They are seeking a Major Account Executive to drive strategic sales within Federal Civilian Agencies, focusing on relationship management and identifying business opportunities.
Business Process Automation (BPA)Cloud ComputingInformation TechnologySoftware
Hiring Manager
Stacey Crane
Responsibilities
Maximize high-value sales into Federal Civilian Agencies , like Dept of Energy, Dept of Labor, NSF, Congress, FCC, GSA. 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
Qualification
Required
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 selling Federal Civilian Accounts, with existing relationships within assigned accounts, and 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
Company
Riverbed Technology
Riverbed Technology is an information technology company that develops network and application performance software.
Founded in 2002
1001-5000 employees
H1B Sponsorship
Riverbed Technology has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (11)
2024 (7)
2023 (4)
2022 (29)
2021 (30)
2020 (39)
Funding
Current Stage
Public CompanyTotal Funding
$28.4MKey Investors
Meritech Capital PartnersPelion Venture PartnersMayfield Fund
2023-05-30Acquired
2015-07-20Series Unknown
2006-09-21IPO
Leadership Team
David Wu
CTO,
Jin Byun
VP and GM Korea
Recent News
2025-11-25
Company data provided by crunchbase