Regional Director, Federal Civilian Sales - Alexandria
Riverbed. Empower the Experience:
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.
Position:
Title: Regional Director, Federal Civilian SalesLocation: Hybrid - Washington DC metro area
The Regional Director will play a pivitol role in our Federal sales strategy. Coaching, mentoring, and leading a team of Major Account Executives to build long-term relationships and drive revenue growth within Civilian agencies.
What you will do:
- Recruit, lead, and manage a team of Major Accounts Executives focused on selling the Riverbed Platform into the Civilian agencies.
- Within a highly matrixed organization, the Regional Sales Director (RSD) must be able to leverage resources to satisfy customer requirements. The RSD must further own and manage all aspects of the go-to-market model for any new portfolio releases in their territory or business segment, including the sales model, marketing plan, support and professional services offerings. In addition to financial and sales, the RSD will also have specific quantifiable business development objectives such as channel recruitment and enablement, and customer references.
- Translate complex technology solutions into business value propositions.
- Direct the development and alignment of key account plans. Key deliverable: Account Executive sales plans that are inclusive of means and ways to sell the entire Riverbed portfolio, consistent with Corporate and regional business development targets and financial goals.
- Execute on developed strategies and ensure that cost and revenue targets are achieved. Key deliverable: Directly manage and enable your team of Major Accounts Federal Sales Executives in the effective execution of account plans and associated deliverables which clearly result in the achievement of business development targets and financial goals.
- Help lead contract negotiations for critical accounts. Key deliverable: Financially sound and resource supported contracts that are clearly aligned with Riverbed’s financial objectives and guidelines while delivering value-added products, support, and professional services to meet customer requirements.
- Strong motivator, leading from the front. A player coach that, as needed, calls on and develops account relationships with senior executives.
- Build a short-and long-term pipeline that - ensures attainment of quarterly revenue goals, drives improved linearity within the quarter, and drives improved forecast accuracy.
- Set strategy, create plans, and manage a geographically dispersed team to meet or exceed results.
What makes you an ideal candidate:
- Multiple years of sales leadership experience within the federal market, well-versed in selling into Civilian agencies.
- Demonstrated track record of success in carrying a quota, closing Federal - specifically Civilian - deals.
- Experience selling high-end software solutions, preferably in one or more of the following disciplines: Application Performance Management, Network Performance Management, Digital Employee Experience (DEX), SaaS, IaaS, PaaS, Hybrid Cloud, AI, Subscription Model, and/or Infrastructure Management.
- Comprehensive knowledge of budget cycles, procurement processes, and contract vehicles for Civilian agencies.
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, 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 diversity and value 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.
We want people of all backgrounds to see themselves represented and included in our work, so we actively seek to diversify our team and bring more voices to the table. We understand that when people can be themselves, more is possible. We would love to have more people on board to join us on our journey to be better every day!So, come speak with us about career possibilities at Riverbed.
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.
Riverbed encourages all of its U.S. employees to be fully vaccinated for COVID-19, but does not presently require its U.S. employees to be fully vaccinated unless such vaccination is required by applicable law or the duties of the specific position.If a specific position requires an employee to be fully vaccinated because of either applicable law or the duties of the position, then the offer of employment will be expressly conditioned on the individual being fully vaccinated for COVID-19 on or prior to their start date and providing proof of such vaccination unless the individual is legally exempt.
Check us out on: www.riverbed.com
@LifeAtRiverbed
Tags:
#LI-XX1