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Director, Sales - SLED

Company: Riverbed Technology
Location: Reston
Posted on: September 12, 2020

Job Description:

*Fraud Alert - be aware of scams involving phony job offers and requests for payment of fees.

Over the past year, there have been instances of fraudulent job offers, misrepresenting Riverbed in the market. People have been offered fake jobs with Riverbed requiring a payment of paperwork and/or processing fees. Riverbed  never  asks for a payment from job applicants and does not utilize google chat or gmail, yahoo.com, etc. email addresses to engage job applicants. No offer of employment letter is issued without job applicants receiving in-person interviews with Riverbed staff. By making you aware of this, we hope to avoid and ultimately prevent, unsuspecting individuals from falling victim to this scam.

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 Austin, TX)

Responsibilities:

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 value propositions

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 goals.

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 talented salespersons

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 and support

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 lines.

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.

Qualifications:

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 Management.

Comprehensive knowledge of SLED budget cycles, procurement processes, and contract vehicles

Understand the sales process, with acute listening and sales skills

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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Keywords: Riverbed Technology, Reston , Director, Sales - SLED, Other , Reston, Virginia

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