Major Account Executive – Intelligence Agencies

Riverbed Technology

Major Account Executive driving high-value sales in Federal Intelligence Agencies. Partnering with clients to configure appropriate offerings through the Riverbed Platform for mission success.

Posted 5/12/2026full-timeReston • Maryland, Virginia • 🇺🇸 United StatesMid-LevelSeniorWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Maximize high-value sales into Federal Intelligence Agencies.
Cross- and up-selling, closing new business, and building long-term relationships.
Position oneself as a thought leader and trusted advisor within assigned 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

What you’ll need

Track record of success selling high-end enterprise platform in the Federal marketplace, preferably in one or more of the following technical realms/disciplines: Application Architecture & Performance Management, Cloud Services (SaaS, IaaS, PaaS), Hybrid Cloud, Subscription Model, Virtualization, and/or Infrastructure Management.
Multiple years’ experience negotiating high end deals with Army accounts, with proven results closing large multi-million dollar transactions.
Experience selling to the C-suite, along with key stakeholders involved in the purchasing decision.
Demonstrated ability closing large, complex deals.
Successfully navigating a complex procurement/buying process, involving multiple decision makers.
Strong knowledge of the Partner ecosystem and experience establishing and cultivating Partner relationships.

Benefits

Comp & perks

Our employee benefits including flexible workplace policies
employee resource groups
learning and development resources
career progression pathways
community engagement initiatives
global employee wellness programs crafted to support the physical, emotional, and financial well-being of our employees

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Application ArchitecturePerformance ManagementCloud ServicesSaaSIaaSPaaSHybrid CloudVirtualizationInfrastructure ManagementAccount Management Strategy

Soft Skills

Sales NegotiationRelationship BuildingStakeholder ManagementCommunicationStrategic ThinkingProblem SolvingCross-Functional Team LeadershipCustomer Satisfaction FocusMilestone TrackingThought Leadership