Riverbed Technology, Inc.

  • Regional Sales Director, US Public Sector, SLED vertical

    Job Locations US-VA-Reston | US-NY-New York | US-San Francisco | US-TX-Austin | US-IL-Chicago
    Req No.
    2018-4285
    Category
    Sales
  • Company Overview

    With a powerful combination of Digital Experience, Cloud Networking, and Cloud Edge solutions, Riverbed – The Digital Performance Company – provides a modern IT architecture for the digital enterprise, delivering new levels of operational agility and visibility, while dramatically accelerating business performance and outcomes. As businesses transform digitally and experiment with new technologies, they partner with Riverbed to push boundaries, increase performance, and rethink possible.

     

     

    Riverbed is a pre-IPO opportunity with over $1 billion in revenue and 30,000+ customers – including 98% of the Fortune 100 and 100% of the Forbes Global 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. 
     

    Responsibilities:

    • Recruit, lead, and manage a group of 4+ 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 Federal and 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

     

     

     

    About Riverbed

    Riverbed offers a rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications.  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.

     

    Learn more about Riverbed: www.riverbed.com

     

    Riverbed is proud to be an affirmative action (AA) and equal employment opportunities (EEO) employer.  All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

     

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