Enterprise Sales Executive

Riverbed, the leader in AI 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.PositionTitle: Enterprise Sales ExecutiveLocation: Home/Remote OH or INWhat you will doMaximize high-value sales into large enterprise accounts and across multiple sectors of industry. Cross-and upselling, closing new business, and building long-term relationships.Position yourself as a thought leader and trusted advisor within assigned strategic accounts.Understand your 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 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 with their needs and goals.What makes you an ideal candidateTrack record of success selling high-end enterprise software in a SaaS subscription model.Proven success winning large enterprise business across multiple verticals.Entrepreneurial mindset, high energy, drive, an independent thinker who thrives when building new environments with limited supervision.Multiple years' experience negotiating high-end deals with large enterprise organizations.Experience selling to the C-Suite and key stakeholders involved in the purchasing decision.Leverageable experience with customer knowledge and existing relationships within assigned enterprise accounts.Disciplined approach to close planning/opportunity management—predictably progressing business and mitigating risk to closure.Experience closing large, complex deals and navigating multi-decision-maker buying processes.Disciplined approach to account planning and pipeline development—maintaining appropriate funnel coverage and velocity.Demonstrates forecasting accuracy and adheres to standardized account/opportunity management protocols and cadences.Expertly orchestrate and leverage internal and external players through complex sales cycles and buying processes.Some travel to surrounding states based on customers.What we offerOur employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives that contribute to employee success. Global employee wellness programs support the physical, emotional, and financial well-being of our employees.About RiverbedWith a 20-year history of innovation, Riverbed is agile yet proven, disrupting the market with differentiated solutions that enable customers to deliver secure, seamless digital experiences and accelerate enterprise performance. We are customer-first and committed to creating a global impact, fostering an inclusive, respectful workplace, and caring for the wellbeing of our people, partners, and customers.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 childbirth (including breastfeeding), genetics, marital status, veteran status, or any other basis protected by applicable law.J-18808-Ljbffr