Major Account Executive – Federal Civilian
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Job Description
Major Account Executive driving strategic sales efforts in Federal Civilian Agencies. Cultivating relationships, identifying opportunities, and aligning solutions with unique agency needs.
Responsibilities:
- Maximize high-value sales into Federal Civilian Agencies, like Homeland Security, Dept. of Transportation, and NASA.
- 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.
Requirements:
- 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
Benefits:
- flexible workplace policies
- employee resource groups
- learning and development resources
- career progression pathways
- community engagement initiatives
- global employee wellness programs
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