Riverbed Technology · 1 day ago

Enterprise Sales Executive

Arizona, United States

Full-time

Remote

Senior Level

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Business Process Automation (BPA)Cloud Computing

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Responsibilities

Maximize high-value sales into 4 – 7 large enterprise accounts. Cross- and up-selling, closing new business, and building long-term relationships.

Position oneself as a thought leader and trusted advisor within assigned strategic 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

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Enterprise software salesSaaS subscription modelC-Suite engagementComplex deal closingAccount management strategyNetworking with partnersSocial media utilizationCustomer relationship management

Required

Track record of success selling high-end enterprise software in a SaaS subscription model.

Multiple years’ experience in large enterprise sales. Selling to the C-Suite, along with key stakeholders involved in the purchasing decision.

Existing relationships within assigned accounts.

Experience closing large, complex deals. Successfully navigating complex buying processes involving multiple decision makers.

Leveraging resources like networking with eco-system partners and effective use of social media to accelerate access to key decision makers.

Establish a schedule of 8-10 customer/prospect meetings per week to discuss new business (on top of regular technical cadence calls) in order to drive rapid funnel growth. $1.5M of qualified new funnel per quarter is the expectation.