Major Account Executive DOD

Position Title: Major Account Executive Vertical: Federal Agencies-DOD Location: Remote/Home Office Reston, VA (Washington DC metro area) Florida What You Will Do Maximize high‑value sales into Federal DOD Agencies SOCOM COCOM DISA Cross‑ and up‑selling, closing new business, and building long‑term relationships. Position oneself as a thought leader and trusted advisor within assigned accounts. Understand 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. Break a long sales cycle into smaller milestones and continuously track progress. Communicate and demonstrate the value of the Riverbed Platform, highlighting 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. What Makes You An Ideal Candidate 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 selling Federal Civilian Accounts, with existing relationships within assigned accounts, and 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 navigating a complex procurement/buying process, involving multiple decision makers. Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships. What We Offer Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. In addition, our 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. We are a customer‑first company that values transparency and open communication. We strive to be an inclusive, fair, and enjoyable workplace globally and care about our 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. 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 breastfeeding), 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 #J-18808-Ljbffr