Major Account Executive - FSI

Job Description

Company Overview

Riverbed enables organizations to maximize performance and visibility for networks and applications, so they can overcome complexity and fully capitalize on their digital and cloud investments. The Riverbed Network and Application Performance Platform enables organizations to visualize, optimize, remediate and accelerate the performance of any network for any application. The platform addresses performance and visibility holistically with best-in-class WAN optimization, network performance management (NPM), application acceleration (including Office 365, SaaS, client and cloud acceleration), and enterprise-grade SD-WAN. Riverbed’s 30,000+ customers include 99% of the Fortune 100.

About this Position

Title: Federal Account Sales Executive - FSI

Location: Reston, VA

Responsibilities:

• Manage the strategic sales cycle for “sell-to” high profile Federal Systems Integrators (FSI’s).
• Responsible for meeting aggressive sales quotas and driving revenue goals for both “sell-to” opportunities
• Establish and maintain long-term client relationships; qualifying new business in addition to participating in retention, cross sell, and up sell opportunities.
• Lead a complex sales cycle; orchestrating, leveraging and collaborating with additional resources – i.e. partners, inside sales, Solutions (Presales) Engineers, Sales
• Management, and Executive leadership – when needed.
• Prepare accurate forecast, document daily activities in salesforce, and perform other task necessary to drive sales revenue and communicate activities to sales management.
• Work autonomously to meet and exceed assigned revenue targets & goals
• Sell deeper and wider into assigned accounts. Identifying requirements from other departments within an assigned account and then configuring an appropriate offering from our portfolio to meet those needs.
• Serve as a Trusted Advisor – identifying, penetrating, and securing potential targets through a relationship-based approach.

Requirements:

• 5+ years sales experience, with a proven track record calling in the Federal Market - specifically Federal Systems Integrators
• Exceptional track record selling high-end solutions, preferably in one or more of the following disciplines: Application Acceleration & Performance Management, SD-WAN, SaaS, Hybrid WAN, Hybrid Cloud, Subscription Model, Virtualization, and Infrastructure Visibility.
• Previous success with complex sales involving multiple decision makers and sales cycles of 3 to 12 months
• Individual must possess good communication skills and ability to interact with all levels or organizations
• Good working knowledge of Partner ecosystem and experience establishing and fostering strong Partner relationships.
• Existing relationships within the assigned client base is preferred.
• Tenacity, wit and energy to get in front of prime targets and build relationships with new and existing Riverbed clients

About Riverbed

Riverbed offers a rewarding experience of working with the best minds in the industry, delivering exceptional network performance and visibility for any application. We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments. We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers.

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 (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws.

Check us out on:www.riverbed.com@LifeAtRiverbed

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