Major Account Executive, Intelligence Agencies

About the role

Riverbed, the leader in AIOps for observability, seeks Major Account Executives to partner with Federal Intelligence Agencies. The ideal candidate will leverage their experience in high-end enterprise platforms, particularly in areas like Application Architecture & Performance Management, Cloud Services, Hybrid Cloud, Subscription Model, Virtualization, and Infrastructure Management.

Responsibilities

• Maximize high-value sales into Federal Intelligence Agencies
• Cross- and up-selling, closing new business, and building long-term relationships
• Identify and understand customer needs, configure appropriate offerings, and ensure continued mission success
• Lead complex sales cycles, aligning cross-functional teams, and delivering business value
• Manage multi-month sales processes, breaking them into smaller milestones, and tracking progress
• Communicate and demonstrate the value of the Riverbed Platform, emphasizing ROI and long-term benefits
• Tailor account management strategies to address unique challenges and align with customer needs and goals

Requirements

• Track record of success selling high-end enterprise platforms in the Federal marketplace
• Multiple years’ experience negotiating high-end deals with Army accounts, closing large multi-million dollar transactions
• Experience selling to the C-suite and key stakeholders involved in the purchasing decision
• Demonstrated ability to close large, complex deals
• Successfully navigate complex procurement/buying processes involving multiple decision makers
• Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships

Qualifications

• 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 negotiating high end deals with Army accounts, with 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 navigate a complex procurement/buying process, involving multiple decision makers
• Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships

Skills

• Strategic selling skills
• Complex sales cycle management
• Account management expertise
• Technical knowledge in Application Architecture & Performance Management, Cloud Services, Hybrid Cloud, Subscription Model, Virtualization, and/or Infrastructure Management
• Ability to negotiate high-end deals
• Experience working with the C-suite and key stakeholders
• Proven track record in closing large, complex deals
• Knowledge of the Partner ecosystem and experience in 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

Pay

Compensation details are confidential and not specified in this posting.

Schedule

The position is full-time and based in the Washington DC metro area, with an office hub in Reston, VA.