Enterprise Sales Executive

Riverbed Technology is the leader in AI observability, helping organizations optimize user experiences through AI automation. They are seeking an Enterprise Sales Executive to maximize high-value sales in large enterprise accounts, build long-term relationships, and lead complex sales cycles while delivering business value.

Responsibilities:

• Maximize high-value sales into large enterprise accounts and across multiple sectors of industry. Cross-and upselling, closing new business, and building long-term relationships
• Position oneself as a thought leader and trusted advisor within assigned strategic accounts
• Understanding your 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

Requirements:

• Track record of success selling high-end enterprise software in a SaaS subscription model
• Strong track record of success, winning Large Enterprise business across multiple verticals
• Entrepreneurial mindset, high energy, drive, an independent thinker who is passionate and thrives when building out new environments and with limited supervision
• Multiple years' experience negotiating high end deals with large enterprise organizations
• Selling to the C-Suite, along with key stakeholders involved in the purchasing decision
• 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)
• Demonstrates Forecasting Accuracy and adheres to standardized Account/Opportunity management protocols/cadences
• Expertly orchestrate and leverage internal and external players through complex sales cycles and buying processes