Company Overview
Riverbed enables organizations to maximize performance and visibility for networks and applications, so they can overcome complexity and fully capitalize on their digital and cloud investments. The Riverbed Network and Application Performance Platform enables organizations to visualize, optimize, remediate and accelerate the performance of any network for any application. The platform addresses performance and visibility holistically with best-in-class WAN optimization, network performance management (NPM), application acceleration (including Office 365, SaaS, client and cloud acceleration), and enterprise-grade SD-WAN. Riverbed’s 30,000+ customers include 99% of the Fortune 100.
About this Position
Title: Enterprise Sales Executive
Location: SEATTLE/OREGON
The Enterprise Sales Executive is responsible for selling at the most senior level (C-level) within larger accounts and implementing a broad strategy for earning customer acceptance and implementation. The Strategic Sales Executive works collaboratively with all appropriate Riverbed resources (Executives, partners, support, and solution engineers) to support customer interests. They will also understand how to advocate for customers and balance that advocacy with Riverbed's business needs. This includes dotted-line responsibility for partnership and technical collaboration.Responsibilities:• Owning account relationships and driving overall customer success• Developing relationships and alignment at multiple levels – C level executive sponsors, influencers, and decision makers• Maximizing sales into enterprise accounts and being part of the customers’ overall business solution• Participating in cross sell and up sell opportunities. Penetrating additional buyers within the accounts, identifying their needs and then configuring an appropriate offering from our portfolio to meet those needs• Leading large scale enterprise agreements to close large-scale, multi-year subscription-based deals• Preparing accurate forecasts, building a funnel to cover bookings target, documenting activities in Salesforce, and performing other tasks necessary to drive revenue and communicate activities to sales management• Using disciplined account planning to maintain client relationships, enhance customer satisfaction, and increase account penetration• Leading a complex sales cycle; orchestrating and leveraging additional resources – i.e. partners, inside sales, Solutions (Presales) Engineers, Sales Management, and Executive Leadership – when neededRequirements:• Minimum of seven years of quota-carrying sales experience, as the lead account owner of an enterprise customer, at a technology company• A strong understanding of technology, (Cloud/SaaS/On-demand/on premise), network performance management/visibility, application acceleration, software-defined WAN, and WAN optimization• High emotional intelligence and expertise in influencing technology decisions in collaboration with others• Able to establish credibility with C-level executives• Extensive complex deal negotiations with a successful track record• Experience with channel alignment and partner sales models• Closing new, multi-year and subscription-based SaaS deals• Track record of driving results faster with a sense of urgency• Demonstrated ability to understand how to run business and growth model (including, but not limited to, account territory management, P&L ownership, business planning and pipelining)• Cultivating relationships with a strategic customer base and advising on industry insights, best practices, and strategy• BA or BS degree preferred
About Riverbed
Riverbed offers a rewarding experience of working with the best minds in the industry, delivering exceptional network performance and visibility for any application. We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments. We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers.
Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment 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 child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws.
Check us out on:
www.riverbed.com@LifeAtRiverbed
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