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Director, Sales

Company: Riverbed Technology
Location: Reston
Posted on: September 15, 2020

Job Description:

We're looking for a candidate to fill this position in an exciting company.

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.

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.

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

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

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

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