Enterprise Sales Executive, Acceleration Solutions - ...

OverviewEnterprise Sales Executive, Acceleration Solutions - CivilianLocation: Washington DC metro area based; Office Hub in Reston, VAWe are looking for a strategic seller to develop and drive sales of our Acceleration Solutions throughout Civilian Agencies.ResponsibilitiesResponsible for new account development and managing existing named Civilian accounts. This is an individual contributor role.Maximizing high-value sales into federal accounts. Cross- and up-selling, closing new business, and building long-term relationships with Civilian Agencies.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 down into smaller milestones and continuously tracking municate 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.Orchestrate and leverage internal and external players through complex sales cycles and buying processes.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.Candidate Profile / QualificationsTrack record of success selling high-end enterprise solutions in the Federal Civilian marketplace.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 understand the value proposition of the Riverbed 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 appropriate funnel coverage and velocity).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.What we offerOur employee benefits include flexible workplace policies, learning and development resources, career progression pathways, and community engagement initiatives, as well as global employee wellness programs crafted to support the physical, emotional, and financial well-being of our employees. Benefits & Perks vary by country.About RiverbedRiverbed is a leader in AI observability and acceleration solutions that empower rapid, secure digital experiences. With over 20 years of experience in data collection and AI/ML, Riverbed’s platform helps optimize IT efficiency and user experiences. We are committed to an inclusive, fair, and enjoyable workplace and to the Power of WE that binds us together.Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities to all employees and applicants 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 childbirth, veteran status or any other basis protected by applicable laws.Check us out at: | @LifeAtRiverbed #J-18808-Ljbffr

Created: 2025-09-17