Major Account Executive, ARMY
Job Locations: DC | US-FL-Home Office
Workplace Type: Remote
Category: Sales
Req No: 2024-7513
Company Overview: Riverbed, the leader in AI observability, helps organizations optimize their user's experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed's open and AI-powered observability platform and solutions optimize digital experiences and greatly improve IT efficiency.
Position
Title: Major Account Executive, ARMY
Location: Remote/Home Office - Washington DC metro area preferred.
Clearance Level: Minimum Secret. Top Secret a Plus.
Riverbed is looking for strategic sellers to partner with Federal agencies, helping them navigate an evolving digital landscape while driving desired business outcomes through the Riverbed Platform.
What you will do
- Maximize high-value sales into multiple Federal (Army) accounts, 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.
- 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, breaking a long sales cycle down into smaller milestones and continuously tracking 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.
What makes you an ideal candidate
- Track record of success selling high-end enterprise software in a SaaS subscription model, with experience selling to the C-Suite and key stakeholders involved in the purchasing decision.
- Multiple years' experience selling to the Army, with existing relationships in assigned accounts.
- Demonstrated ability to close large, complex deals, successfully navigating complex procurement/buying processes involving multiple decision makers.
What we offer
Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees. Benefits & Perks vary by Country.
About Riverbed
With a 20-year history of innovation, Riverbed is agile yet proven, disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences. We are committed to our people, partners, and customers while supporting the communities where we work and live.
Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability, mental disability, medical condition, pregnancy or childbirth, sexual orientation, genetics, marital status, veteran status or any other basis protected by applicable laws.
Riverbed encourages all of its U.S. employees to be fully vaccinated for COVID-19, but does not presently require vaccination unless required by applicable law or the specific position's duties.
Check us out on: www.riverbed.com @LifeAtRiverbed
