Head of Federal Sales - Riverbed Technology, Inc.

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: Head of Federal Sales

Location: Hybrid – Reston, VA (greater Washington DC metro area)

 

Reporting to our Chief Revenue Officer, the Head of Federal Sales will be responsible for the overall business and integrated support teams for Riverbed’s Federal business.  This role will be responsible for the overall development, direction, management, and execution of the Federal Sales business revenue, along with customer growth and retention.  We are seeking a visionary, transformational leader who can create new strategies to drive continued expansion and growth across the Federal market, through deep knowledge, inspection and directive of sales and marketing initiatives. 

 

Overall, the Head of Federal Sales will significantly impact Riverbed’s growth plans, both in the near- and long-term.  While there are several near-term, tactical deliverables, this executive will play a major role in shaping the long-term go-to-market strategy to capture Federal business.

What you will do:

• Develop, execute, and own Federal market strategies for Riverbed’s business plan.
• Meet or exceed revenue targets jointly developed with the Chief Revenue Officer.
• Refine and bring structure, process, accountability, and leadership to existing Federal market program to attain more visibility and stronger leverage with current Federal clients. 
• Define new client strategies and programs to maximize market opportunities and avoid or manage client conflict.
• Establish tangible objectives, revenue goals, and priorities, and create performance measures.  Develop a selling plan to close new clients toward identified goals, set by quarter and by region.
• Communicate accurate and realistic forecast information to the Chief Revenue Officer and Executive Leadership.
• Work with marketing to develop go-to-market programs.
• Be the Company’s Chief Salesperson when it comes to Federal market relationships, know the VARs, distributors, SIs, and Service Providers, and own high-level relationships within these partners.
• When appropriate, be the front person in closing important Federal market deals and act as the key figurehead for the Riverbed organization
• Continue to build and evolve the Federal market from a structural and operational standpoint.
• Have a deep understanding of the Federal market business, clients, partners and provide executive level support in closing key strategic opportunities.
• Create a culture of success and ongoing business and goal achievement while leveraging Federal Sales Leaders to drive success of their teams.
• Champion an agile culture that promotes growth, setting the standard, and alignment to company goals.
• Provides leadership to the Federal sales management team, while fostering a culture of accountability, ownership, high-performance, and ethical behavior.
• In accordance with the Company’s business plan, recruit, develop, mentor, organize, and manage a high-performance team.  Leads the implementation of an inclusive recruiting and hiring process.

What makes you an ideal candidate:

• Experienced Federal market thought leader who can take ownership and responsibility for the market; must have worked in a senior Federal market sales capacity in a large, growing organization of significant scope and revenue.
• Exceptional track record selling high-end solutions, preferably in one or more of the following disciplines: Cloud/SaaS, Subscription Model, Network Performance Management, Application Performance Management, End User Experience Monitoring, and/or Mobile Device Monitoring.
• Inspirational people leader with the ability to get directly involved in the process/cycle to support and manage the team, in closing complex sales.
• Able to strategically identify and build key relationships within the Federal market.
• Proven success in delivering annual revenue targets with demonstrated year-over-year growth trends in the Federal market.
• Proven ability to significantly ramp revenue, and a record of managing organizations that deliver targeted sales and market share numbers.
• Capable of building a sales plan that includes organization, functional requirements and associated costs, quotas, forecasts, and commits.Can participate with executive management to ensure that these plans are an integral part of Riverbed’s corporate business plan.
• Proven ability to build and ramp the sales organizations of over 30 people in a scalable fashion for a multi-faceted sales organization while consistently increasing revenues.
• Proven success with a non-standard selling model (i.e., monetizing cloud, expanded selling channels, multi-product solutions strategy, etc.).
• Superior management skills and the ability to motivate, develop, and inspire the team while creating a highly empowered organization.
• A compelling leadership style that includes exceptional people management skills, program management, business and technology expertise with a style that inspires confidence in Riverbed and its solutions.
• Superior communication and negotiation skills.
• Must feel at ease when negotiating large business deals at executive levels and driving them to closure.
• Experience working with complex contracts is considered a must.
• Demonstrated leadership capabilities, including hiring, managing, and motivating a high caliber diverse team.
• Good at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals.
• Expertise around GSA, Federal procurement, and the various buying vehicles to enable growth in software sales via our distribution partners.

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. 

About Riverbed:

With a 20-year history of innovation, Riverbed is agile, yet proven, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance While we are a ‘customer-first’ company, we are all about our people with a shared commitment to creating a global impact.  We bring our best selves to work and pursue excellence, trust, and respect for one another.  We welcome diversity and value and encourage transparency and open communication throughout the company. We strive to be an inclusive, fair, and enjoyable workplace for our people globally and care about their wellbeing. We are committed to our people, partners, and customers while supporting the communities where we work and live. It’s the Power ofWE that binds us together.

 

We want people of all backgrounds to see themselves represented and included in our work, so we actively seek to diversify our team and bring more voices to the table. We understand that when people can be themselves, more is possible. We would love to have more people on board to join us on our journey to be better every day! So, come speak with us about career possibilities at Riverbed.

 

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.

 

Riverbed encourages all of its U.S. employees to be fully vaccinated for COVID-19, but does not presently require its U.S. employees to be fully vaccinated unless such vaccination is required by applicable law or the duties of the specific position.  If a specific position requires an employee to be fully vaccinated because of either applicable law or the duties of the position, then the offer of employment will be expressly conditioned on the individual being fully vaccinated for COVID-19 on or prior to their start date and providing proof of such vaccination unless the individual is legally exempt.  

 

Check us out on:
www.riverbed.com
@LifeAtRiverbed

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