Riverbed Technology · 1 week ago
Enterprise Sales Executive, Acceleration Solutions - DOD
Virginia, United States
Full-time
Onsite
Senior LevelRiverbed Technology is a leader in AI observability, helping organizations optimize user experiences through AI automation. They are seeking an Enterprise Sales Executive to develop and drive sales of their Acceleration Solutions throughout DOD agencies, focusing on building relationships and managing a complex sales cycle.
Business Process Automation (BPA)Cloud ComputingInformation TechnologySoftware
Responsibilities
Responsible for new account development and managing existing named DOD accounts. This is an individual contributor role
Maximizing high-value sales into federal accounts. Cross- and up-selling, closing new business, and building long-term relationships with DOD Agencies ( Airforce, Army,MDA, Disa,AFRL and more)
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 Acceleration Solutions, highlighting the ROI, and building a business case that helps decision-makers understand the long-term benefit of the platform
Expertly orchestrate and leverage internal and external players through complex sales cycles and buying process
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 solutions in the Federal DOD marketplace
Multiple years' experience negotiating high end deals with federal agencies, and managing a complex sales-cycle, with proven results closing large multi-million dollar transactions
C-level executives the value proposition of Salesforce platform
Leverageable experience with customer knowledge and existing relationships within assigned enterprise accounts
Disciplined approach to Close Planning / Opportunity Management (predictably progressing business and identifying / mitigating all risk to closure)
Experience closing large, complex deals. Successfully navigating complex buying processes involving multiple decision makers
Disciplined approach to Account Planning / Pipeline Development (maintaining the appropriate funnel coverage and velocity)
Demonstrated Forecasting Accuracy and adheres to standardized Account / Opportunity management protocols / cadences
Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationship
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