Enterprise Sales Executive - Federal Government

Riverbed. Empower the Experience

Riverbed, the leader in AIOps for observability, helps organizations optimize their users’ experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed’s open and AI-powered observability platform and solutions optimize digital experiences and greatly improve IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with our thousands of market-leading customers globally – including 95% of the FORTUNE 100 – we are empowering next-generation digital experiences. Learn more at riverbed.com

Position

Title: Enterprise Sales Executive (Federal Government)

Location: remote, Germany

What you will do

• Maximise high-value sales into the Federal Government and its agencies & subsidiaries. Cross-selling, upselling, closing new business, and building long-term relationships.
• Position oneself as a thought leader and trusted advisor within assigned strategic accounts. Understanding their structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders.
• Prospect Enterprise accounts within mixed verticals, generate interest, qualify and develop new business.
• 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 maximising customer satisfaction.
• Successfully manage a multi-month sales process, consisting of multiple stages, evaluations, and approvals. Break a long sales cycle down into smaller milestones and continuously track 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. Understand each account’s unique challenges, then tailor a solution that aligns with their needs and goals.

What makes you an ideal candidate

• Track record of success selling high-end enterprise platform in a SaaS subscription model to the Federal Government and its agencies & subsidiaries (essential).
• Multiple years’ experience negotiating high-end deals with large enterprise organisations, with proven results closing large multi-million-dollar transactions.
• Selling to the C-Suite, along with key stakeholders involved in the purchasing decision.
• Existing relationships within assigned accounts.
• Experience closing large, complex deals. Successfully navigating complex buying processes involving multiple decision makers and sales cycles of 3 to 9 months.
• Good working knowledge of Partner ecosystem and experience establishing and fostering strong Partner relationships.
• Strong experience with Salesforce.com or other CRMs.
• Tenacity, wit and energy to get in front of prime targets and build relationships with new and existing Riverbed clients

What we offer

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees.  

Benefits & Perks vary by Country. 

About Riverbed

With a 20-year history of innovation, Riverbed is agile and proven—and we continue to disrupt the market with differentiated solutions that help customers deliver secure, seamless digital experiences and accelerate enterprise performance. We are relentlessly customer-first: we listen, learn, and act with urgency to solve real problems and earn trust every day. We pair bold ideas with operational efficiency, simplifying how we work, focusing on what matters most, and delivering with quality and speed. Fueled by a will to win, we set ambitious goals, hold ourselves accountable, and raise the bar through measurable outcomes. At the center of it all are our people—bringing our best selves to work with a shared commitment to excellence, transparency, and open communication. We strive to be an inclusive, fair, and enjoyable workplace where respect and wellbeing are prioritized. We are committed to our people, partners, and customers while supporting the communities where we work and live. It’s the Power of WE that binds us together and drives high-impact success.

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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