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 your 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.
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.

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.

Major Account Executive, DOD

Key skills