Enterprise Sales Executive

About the role

Riverbed, the leader in AIOps for observability, seeks an Enterprise Sales Executive to maximize high-value sales into large enterprise accounts and across multiple sectors of industry. The ideal candidate will sell into State and Local Government, position themselves as a thought leader and trusted advisor within strategic accounts, and manage complex sales cycles.

Responsibilities

• Maximize high-value sales into large enterprise accounts and across multiple sectors of industry.
• Cross-and upsell, close new business, and build long-term relationships.
• Sell into State and Local Government a Plus.
• Lead a complex sales cycle; orchestrate and leverage 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.
• Break a long sales cycle down into smaller milestones and continuously track 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. Understand each account's unique challenges, then tailor a solution that aligns to their needs and goals.

Requirements

• Track record of success selling high-end enterprise software in a SaaS subscription model.
• Entrepreneurial mindset, high energy, drive, an independent thinker who is passionate and thrives when building out new environments and with limited supervision.
• Multiple years' experience negotiating high-end deals with large enterprise organizations. Selling to the C-Suite, along with key stakeholders involved in the purchasing decision.
• 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 navigate complex buying processes involving multiple decision makers.
• Disciplined approach to Account Planning/Pipeline Development (maintaining the appropriate funnel coverage and velocity).
• Expertly orchestrate and leverage internal and external players through complex sales cycles and buying processes.

Qualifications

• Some travel required to surrounding states, based on customers.

Skills

• Strong negotiation and relationship-building skills.
• Ability to work independently and as part of a team.
• Excellent communication and presentation skills.
• Knowledge of Riverbed products and services.
• Understanding of the enterprise software market.

Benefits

Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Additionally, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees.