Enterprise Sales Executive

Riverbed Technology is a leader in AIOps for observability, helping organizations optimize their users’ experiences through AI automation. The Enterprise Sales Executive will maximize sales in large enterprise accounts, manage complex sales cycles, and implement effective account management strategies.

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
• Selling into State and Local Government a Plus
• 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
• Track record of success selling high-end enterprise software in a SaaS subscription model
• You will have a 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 process
• Some travel required to surrounding states, based on customers

Requirements:

• 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
• Selling into State and Local Government a Plus
• 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
• Track record of success selling high-end enterprise software in a SaaS subscription model
• You will have a 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 process
• Some travel required to surrounding states, based on customers