Riverbed, the leader in AI observability, helps organizations optimize their user’s 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 improves 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.
PositionTitle: Regional Director, DOD Sales
Location: Remote/Home Office - Washington DC Metro Area preferred.
Travel Requirements:
Relocation:
Clearance Level: Secret (or higher) preferred
The Director, Sales will play a pivotal role in helping develop and lead our Federal sales strategy. Coaching, mentoring, and leading a team of Major Account Executives as they develop strategic relationships throughout the DOD, driving desired business outcomes through the Riverbed Platform.
What you will do Develop and execute a strategic sales plan to drive revenue growth within DOD agencies.Recruit, lead, and manage a team of Major Account Executives, responsible for selling the Riverbed Platform to DOD agencies.Cultivate and maintain strong executive-level relationships with key government stakeholders and within DOD agencies. Be a trusted advisor, understanding DOD customers’ objectives and requirements, then aligning our solutions to address their business needs.Direct the development and alignment of key account plans.Key deliverable: Major Account Executive sales plans that are inclusive of means and ways to sell the entire Riverbed Platform, consistent with Company’s business development targets and financial goals.Help lead contract negotiations for business-critical accounts.Key deliverable: Work cross-functionally with Legal, Contracts, and other internal stakeholders to reach financially sound and resource supported contracts that align to the Company’s objectives, while delivering value added products, support, and services that align to our customers’ needs.Track, analyze, and report on sales performance metrics. Coach and manage the team to build short- and long-term pipeline that ensures attainment of quarterly revenue goals, drives improved linearity within the quarter, and improves forecast accuracy.Lead from the front – as needed – help strategic sellers navigate a complex sales process. Build a culture of accountability and operational excellence throughout your sales team. What makes you an ideal candidate Multiple years of experience in federal sales leadership, well-versed in selling into DOD agencies.Track record of successfully managing and leading a team of strategic sellers that consistently meets or exceeds sales targets.Comprehensive knowledge of DOD budget cycles, procurement processes, and contract vehicles.Existing strong relationships with senior decision makers within DOD agencies.Effective communicator, able to translate complex technical solutions into business value propositions. What we offerOur 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 RiverbedWith a 20-year history of innovation, Riverbed is agile, yet proven, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance While we are a ‘customer-first’ company, we are all about our people with a shared commitment to creating a global impact. We bring our best selves to work and pursue excellence, trust, and respect for one another. We welcome and encourage transparency and open communication throughout the company. We strive to be an inclusive, fair, and enjoyable workplace for our people globally and care about their wellbeing. 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.
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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