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Riverbed Technology · 9 hours ago

Major Account Executive, Intelligence Agencies

Reston, VA

Full-time

Onsite

Senior Level

Riverbed Technology is a leader in AI observability, helping organizations optimize user experiences through AI automation. They are seeking a Major Account Executive to partner with Federal Intelligence Agencies, focusing on understanding their needs and configuring appropriate offerings to ensure mission success.

Business Process Automation (BPA)Cloud ComputingInformation TechnologySoftware

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Maximize high-value sales into Federal Intelligence Agencies

Cross- and up-selling, closing new business, and building long-term relationships

Position oneself as a thought leader and trusted advisor within assigned accounts

Lead a complex sales cycle, orchestrating and leveraging cross-functional teams ensuring alignment throughout the sales journey

Successfully manage a multi-month sales process, tracking progress through smaller milestones

Communicate and demonstrate the value of the Riverbed Platform, highlighting ROI and building a business case for decision-makers

Implement and execute an effective account management strategy

Qualification

Enterprise salesFederal marketplace experienceComplex deal negotiationApplication ArchitectureCloud ServicesC-suite engagementAccount managementStakeholder managementPartner relationship management

Required

Seller will need to have a TS/SCI Full Scope Polygraph

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 navigating a complex procurement/buying process, involving multiple decision makers

Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships