Enterprise Sales Executive(s)

OverviewRiverbed. Empower the ExperienceRiverbed, 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: Enterprise Sales Executives(s) - Large Enterprise Accounts (Multiple locations)Location: All EMEA regionsRiverbed is looking for strategic sellers to partner with the world’s largest organizations. Helping them to navigate an evolving digital landscape, while driving desired business outcomes through the Riverbed Platform.ResponsibilitiesMaximize high-value sales into large enterprise accounts. Cross- and up-selling, closing new business, and building long-term relationships.Position oneself as a thought leader and trusted advisor within assigned strategic accounts.Understand each organization’s structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders.Lead a complex sales cycle; orchestrate and leverage cross-functional teams (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. Break a long sales cycle down into smaller milestones and continuously track progress.Communicate and demonstrate the value of the Riverbed Platform, highlighting the ROI, and build 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 to their needs and goals.QualificationsTrack record of success selling high-end enterprise software in a SaaS subscription model.Multiple years’ experience negotiating high-end deals with large enterprise organizations.Selling to the C-Suite, along with key stakeholders involved in the purchasing decision.Experience with customer knowledge and existing relationships within assigned enterprise accounts.Disciplined approach to Close Planning / Opportunity Management (predictably progressing business and identifying / mitigating all risk to closure).Experience closing large, complex deals. Successfully navigating complex buying processes involving multiple decision makers.Disciplined approach to Account Planning / Pipeline Development (maintaining the appropriate funnel coverage and velocity).Demonstrates Forecasting Accuracy and adheres to standardized Account / Opportunity management protocols / cadences.Ability to orchestrate and leverage internal and external players through complex sales cycles and buying processes.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. #J-18808-Ljbffr