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Empower the Experience
Enterprise Sales Executive
Location
Ohio
Posted
75 days ago
Salary
0
Seniority
Senior
Job Description
Enterprise Sales Executive
Riverbed Technology
• Maximize high-value sales into large enterprise accounts and across multiple sectors of industry. • Cross-and upselling, closing new business, and building long-term relationships. • Position oneself as a thought leader and trusted advisor within assigned strategic accounts. • Understanding your 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.
Job Requirements
- Track record of success selling high-end enterprise software in a SaaS subscription model.
- Strong track record of success, winning Large Enterprise business across multiple verticals
- Entrepreneurial mindset, high energy, drive, an independent thinker who is passionate and thrives when building out new environments and with limited supervision.
- Multiple years’ experience negotiating high end deals with large enterprise organizations.
- Selling to the C-Suite, along with key stakeholders involved in the purchasing decision.
- Leverageable experience with customer knowledge and existing relationships within assigned enterprise accounts.
- Disciplined approach to Close Planning/Opportunity Management (predictably progressing business and identifying/mitigating all risk to closure).
- Experience closing large, complex deals.
- Successfully navigating complex buying processes involving multiple decision makers.
- Disciplined approach to Account Planning/Pipeline Development (maintaining the appropriate funnel coverage and velocity).
- Demonstrates Forecasting Accuracy and adheres to standardized Account/Opportunity management protocols/cadences.
- Expertly orchestrate and leverage internal and external players through complex sales cycles and buying processes.
- Some travel required to surrounding states, based on customers.
Benefits
- flexible workplace policies
- employee resource groups
- learning and development resources
- career progression pathways
- community engagement initiatives
- global employee wellness programs crafted to support physical, emotional, and financial well-being
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