Major Account Executives - Federal Agencies
Riverbed Technology, Virginia, MN, United States
Job Locations: US-VA-Home Office | US-NC-Home Office
Workplace Type: Remote | Category: Sales | Req No.: 2025-7654
Position Title:
Major Account Executive, Federal Agencies (Multiple opportunities supporting various federal agencies)
Location:
Remote/Home Office, Reston Federal Team office
Riverbed is looking for strategic sellers to partner with our federal customers. Identifying and understanding their business needs, then configuring an appropriate offering through the Riverbed Platform to meet those needs and allow for continued mission success.
What you will do
Maximizing high‑value sales into federal 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, consisting of multiple stages, evaluations and approvals. Breaking a long sales cycle down into smaller milestones and continuously tracking 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.
Expertly orchestrate and leverage internal and external players through complex sales cycles and buying processes.
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 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 Salesforce platform.
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 navigating complex buying processes involving multiple decision makers.
Disciplined approach to Account Planning / Pipeline Development (maintaining the appropriate funnel coverage and velocity).
Demonstrated Forecasting Accuracy and adheres to standardized Account / Opportunity management protocols / cadences.
Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationship.
What we offer Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Global employee wellness programs 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, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance. While we are a customer‑first company, we are all about our people with a shared commitment to creating a global impact. We bring our best selves to work and pursue excellence, trust, and respect for one another. We welcome and encourage transparency and open communication throughout the company. We strive to be an inclusive, fair, and enjoyable workplace for our people globally and care about their wellbeing. We are committed to our people, partners, and customers while supporting the communities where we work and live. It’s the
Power of
WE
that binds us together.
Equal Employment Opportunity 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.
Contact Check us out on:
www.riverbed.com @LifeAtRiverbed
#J-18808-Ljbffr
Workplace Type: Remote | Category: Sales | Req No.: 2025-7654
Position Title:
Major Account Executive, Federal Agencies (Multiple opportunities supporting various federal agencies)
Location:
Remote/Home Office, Reston Federal Team office
Riverbed is looking for strategic sellers to partner with our federal customers. Identifying and understanding their business needs, then configuring an appropriate offering through the Riverbed Platform to meet those needs and allow for continued mission success.
What you will do
Maximizing high‑value sales into federal 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, consisting of multiple stages, evaluations and approvals. Breaking a long sales cycle down into smaller milestones and continuously tracking 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.
Expertly orchestrate and leverage internal and external players through complex sales cycles and buying processes.
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 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 Salesforce platform.
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 navigating complex buying processes involving multiple decision makers.
Disciplined approach to Account Planning / Pipeline Development (maintaining the appropriate funnel coverage and velocity).
Demonstrated Forecasting Accuracy and adheres to standardized Account / Opportunity management protocols / cadences.
Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationship.
What we offer Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Global employee wellness programs 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, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance. While we are a customer‑first company, we are all about our people with a shared commitment to creating a global impact. We bring our best selves to work and pursue excellence, trust, and respect for one another. We welcome and encourage transparency and open communication throughout the company. We strive to be an inclusive, fair, and enjoyable workplace for our people globally and care about their wellbeing. We are committed to our people, partners, and customers while supporting the communities where we work and live. It’s the
Power of
WE
that binds us together.
Equal Employment Opportunity 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.
Contact Check us out on:
www.riverbed.com @LifeAtRiverbed
#J-18808-Ljbffr