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Over the past year, there have been instances of fraudulent job
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Riverbed enables organizations
to maximize performance and visibility for networks and
applications, so they can overcome complexity and fully capitalize
on their digital and cloud investments. The Riverbed Network and
Application Performance Platform enables organizations to
visualize, optimize, remediate and accelerate the performance of
any network for any application. The platform addresses
performance and visibility holistically with
best-in-class WAN optimization, network performance management
(NPM), application acceleration (including Office 365, SaaS,
client and cloud acceleration), and enterprise-grade SD-WAN.
Riverbed’s 30,000+ customers include 99% of the Fortune 100.
About this Position Title: Regional Sales Director,
US Public Sector, SLED vertical
Location: US based - Remote home office or one of
Riverbed's offices. (Preference: Sacramento, CA, Reston, VA, or
Recruit, lead, and manage a group of 6+ Sales Executives focused
on selling the complete Riverbed solution into the State and Local
government, and Education (SLED) agencies. This position reports
directly to the Vice President, US Public Sector Sales.
Ability to translate complex technology solutions in to business
Within a highly matrixed organization, the Regional Sales
Director (RSD) must be able to leverage resources to satisfy
customer requirements. The RSD must further own and manage all
aspects of the go-to-market model for any new product releases in
their territory or business segment, including the sales model,
marketing plan, support and professional services offerings. In
addition to financial and sales, the RSD will also have specific
quantifiable business development objectives such as channel
recruitment and enablement, and customer references.
Direct the development and alignment of key account plans. Key
deliverable: Account EX sales plans that are inclusive of means and
ways to sell the entire Riverbed portfolio, consistent with
Corporate and regional business development targets and financial
Execute on developed strategies and ensure that cost and revenue
targets are achieved. Key deliverable: Within your assigned region,
directly manage and enable your team of Major Accounts Sales
Executives in the effective execution of account plans and
associated deliverables which clearly result in the achievement of
business development targets and financial goals.
As necessary, lead contract negotiations for critical accounts.
Key deliverable: Financially sound and resource supported contracts
that are clearly aligned with Riverbed’s financial objectives and
guidelines while delivering value-added products, support, and
professional services to meet customer requirements.
Provide management direction and support. Key deliverable: Hire,
lead, develop, retain, and motivate capable, competent, and
Good understanding of major technology trends and customer
initiatives (Virtualization, Cloud, DR, VDI etc.)
Player coach – personally call on and develop account
relationships with senior executives
Build a short and long term pipeline that Ensures attainment of
quarterly revenue goals, and
Drives improved linearity within the quarter and
Drives improved forecast accuracy.
Ability to effectively communicate vision, plans, goals and
objectives to team members.
Strong motivator, leads from the front
Ability to set strategy, create plans, and manage a
geographically dispersed team to meet or exceed results
Ability to clearly articulate issues and concerns to management
Instinctive understanding of customer service and satisfaction,
with ability to manage both
A balanced scorecard approach to each account to develop
multiple recurring revenue streams across all major product
Professional Services and Support attach rates in line with
company goals within the Commercial segment
Good working knowledge of Partner ecosystem and experience
establishing and fostering strong Partner relationships.
7+ years of regional sales management experience in the federal
marketplace, with 5+ years selling in State and Local government,
and Education (SLED)
Demonstrated track record of success in carrying a quota,
closing SLED deals
Must have a comprehensive understanding of the Public Sector
landscape and have the ability to create meaningful relationships
within that community.
Exceptional track record selling high-end software solutions,
preferably in one or more of the following disciplines: Application
Architectures & Performance Management, Business Analytics Tools,
End User Experience, SaaS, IaaS, Hybrid Cloud, Cloud Storage,
Subscription Model, Virtualization, and Infrastructure
Comprehensive knowledge of SLED budget cycles, procurement
processes, and contract vehicles
Understand the sales process, with acute listening and sales
Willingness to travel, work odd hours, and be very available
Excellent business writing and presentation skills
BS/BA or higher level degree is strongly preferred
Riverbed offers a rewarding experience of working with the best
minds in the industry, delivering exceptional network performance
and visibility for any application. We are proud of our great
culture that continuously fosters innovation, collaboration, and
diverse work environments. We remain committed to attracting,
developing, and retaining the most diverse group of talent to
better serve our 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 child birth (including breast feeding), sexual
orientation, genetics, genetic information, marital status, veteran
status or any other basis protected by and in accordance with
applicable federal, state and local laws.
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