Major Account Executive (Client Director) Job Locations US-NY-Home Office | US-NJ-Home Office | US-OH-Home Office Country - City, State / Province (Additional Locations) USA - Connecticut, USA - New Jersey, USA - New York Workplace Type Remote Category Sales Req No. 2024-7401 Riverbed. Empower the Experience Riverbed, the leader in AI observability, helps organizations optimize their user's experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed's open and AI-powered observability platform and solutions optimize digital experiences and greatly improves IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with our thousands of market-leading customers globally - including 95% of the FORTUNE 100 - we are empowering next-generation digital experiences. Position Title:Major Account Executive (Client Director) Location: Remote/Home office What you will do Maximize high-value sales into 2 - 4 large enterprise accounts. Cross- and up-selling, closing new business, and building long-term relationships. Position oneself as a thought leader and trusted advisor within assigned strategic accounts. Understanding their 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. This position is compensated with a base salary plus commissions. The total potential On Target Earnings "OTE" compensation range (i.e., base salary plus commissions at 100% attainment of quota achievement) for this position is $250k to $300k. An individual's particular OTE compensation will be determined by the Company, in its sole discretion, in light of the individual's geographical location, education, training, and/or experience. What makes you an ideal candidate Track record of success selling high-end enterprise software in a SaaS subscription model. Multiple years' experience in large enterprise sales. Selling to the C-Suite, along with key stakeholders involved in the purchasing decision. Existing relationships within assigned accounts. Experience closing large, complex deals. Successfully navigating complex buying processes involving multiple decision makers. What we offer Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees. Benefits & Perks vary by Country.