Major Account Executives - Federal Agencies

About the role

Riverbed, the leader in AIOps for observability, seeks Major Account Executives to partner with federal agencies. The ideal candidate will have a track record of success selling high-end enterprise solutions in the Federal marketplace, particularly in areas like Application Architecture & Performance Management, Cloud Services, Hybrid Cloud, Subscription Model, Virtualization, and Infrastructure Management. They should have multiple years of experience negotiating high-end deals with federal agencies and managing complex sales cycles, with proven results in closing large multi-million dollar transactions.

Responsibilities

• Maximizing high-value sales into federal accounts.
• Cross- and up-selling, closing new business, and building long-term relationships.
• Identifying and understanding the business needs of federal customers and configuring appropriate offerings through the Riverbed Platform to meet those needs and ensure continued mission success.
• Leading a complex sales cycle, orchestrating and leveraging cross-functional teams to ensure alignment throughout the sales journey, and delivering business value and maximizing customer satisfaction.
• Successfully managing a multi-month sales process, breaking down the cycle into smaller milestones, and continuously tracking progress.
• Communicating and demonstrating the value of the Riverbed Platform, highlighting the ROI, and building a business case that supports decision-makers' understanding of the long-term benefit of the platform.
• Expertly orchestrating and leveraging internal and external players through complex sales cycles and buying processes.
• Implementing and executing an effective account management strategy, understanding each account's unique challenges, and tailoring a solution that aligns with their needs and goals.

Requirements

The successful candidate must have:

• Track record of success selling high-end enterprise solutions 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 federal agencies, and managing a complex sales-cycle, with proven results closing large multi-million dollar transactions.
• C-level executives the value proposition of the Riverbed Platform.
• Leverageable experience with customer knowledge and existing relationships within assigned enterprise accounts.
• An expertly disciplined approach to Close Planning / Opportunity Management (predictably progressing business and identifying / mitigating all risk to closure).
• Experience closing large, complex deals and successfully navigating complex buying processes involving multiple decision makers.
• A demonstrated Forecasting Accuracy and adherence to standardized Account / Opportunity management protocols / cadences.
• Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships.

Qualifications

The ideal candidate should possess:

• Multiple years of experience 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.
• Proven track record of success in negotiating high-end deals with federal agencies and managing complex sales cycles, with results in closing large multi-million dollar transactions.
• Experience in C-level executive negotiations and the ability to articulate the value proposition of the Riverbed Platform.
• Extensive experience with customer knowledge and existing relationships within assigned enterprise accounts.
• A disciplined approach to Close Planning / Opportunity Management, including predictable business progression and risk mitigation.
• Experience in closing large, complex deals and navigating complex buying processes involving multiple decision makers.
• Demonstrated forecasting accuracy and adherence to standardized Account / Opportunity management protocols / cadences.
• Strong knowledge of the Partner ecosystem and experience in establishing and cultivating Partner relationships.

Skills

The following skills are essential for this role:

• Strategic selling and account management skills.
• Ability to build and maintain strong relationships with C-level executives and key stakeholders.
• Strong negotiation and deal-making skills.
• Excellent communication and presentation skills.
• Ability to manage complex sales cycles and evaluate multiple decision makers.
• Knowledge of the Federal Government procurement process and regulations.
• Experience with Salesforce or similar CRM systems.
• Understanding of the Riverbed Platform and its capabilities.

Benefits

At Riverbed, we offer:

• Flexible workplace policies.
• Employee resource groups.
• Learning and development resources.
• Career progression pathways.
• Community engagement initiatives.
• Global employee wellness programs.