Major Account Executive
Riverbed Technology
full-time
Posted on:
Location Type: Office
Location: Connecticut • Maine • United States
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About the role
- Maximize high-value sales into 2-3 major accounts.
- Cross- and up-selling, closing new business, and building long-term relationships with one of our clients in the banking industry.
- Proven Track Record is a must.
- Ability to align clients business strategy with technology.
- Adept in building and executing ROI methodology.
- Position oneself as a thought leader and trusted advisor within assigned strategic accounts.
- Understanding their 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.
Requirements
- Track record of success selling high-end enterprise software in a SaaS subscription model.
- Multiple years’ experience in large enterprise sales.
- Selling to the C-Suite, along with key stakeholders involved in the purchasing decision.
- Existing relationships within assigned accounts.
- Experience closing large, complex deals.
- Successfully navigating complex buying processes involving multiple decision makers.
Benefits
- flexible workplace policies
- employee resource groups
- learning and development resources
- career progression pathways
- community engagement initiatives
- global employee wellness programs
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
enterprise software salesSaaS subscription modelROI methodologyaccount management strategycomplex sales cyclecross-sellingup-sellingbusiness case developmentstakeholder managementsales process management
Soft Skills
relationship buildingcommunicationstrategic alignmentthought leadershipnegotiationproblem-solvingadaptabilitycollaborationcustomer satisfaction focusmilestone tracking