Enterprise Sales Executive - Remote Eligible

Enterprise Sales Executive

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: Enterprise Sales Executive

Location: Home/Remote Ohio area

What you will do

• Maximize 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 oneself as a thought leader and trusted advisor within assigned strategic accounts.
• Understanding your structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders.
• 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 maximizing customer satisfaction.
• Successfully manage a multi-month sales process, consisting of multiple stages, evaluations and approvals.
• Breaking a long sales cycle down into smaller milestones and continuously tracking 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. Understanding each account's unique challenges, then tailoring a solution that aligns to their needs and goals.

What makes you an ideal candidate

• Track record of success selling high-end enterprise software in a SaaS subscription model.
• Entrepreneurial mindset, high energy, drive, an independent thinker who is passionate and thrives when building out new environments and with limited supervision.
• 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.
• Leverageable 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.
• Expertly orchestrate and leverage internal and external players through complex sales cycles and buying process.

What we offer

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community.