Enterprise Sales Executive

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: Enterprise Sales Executive, UK

Location: London

Riverbed are leading the AIOps market as a Gartner MQ Leader and a GigaOm Innovator and Outperformer, enabling organisations to deliver a world class employee digital experience, doing it in a way that resonates with all large Enterprises across all market sectors.

We are seeking a hunter, an OUTCOME based sales professional, to drive new business, to outsell the competition and to change the lives of our customers with better productivity through observability. If that is you, if you deliver VALUE through benefit selling, if you are structured and can forecast accurately, you could be a great addition to our team!

Why Riverbed?

Its all about EXPERIENCE! Not only are Riverbed leading the market (top right according to Gartner MQ) in enabling organisations to deliver world class employee digital experience, they do it in a way that resonates with all market sectors.

Platform Based Observability underpins Experience – the Riverbed platform totally differentiates from point competition formed of world leading software (Multiple GigaOm leadership accolades) – of course we wouldn’t be in the tech space unless we mention AI – the thing is that the harmonised data from the platform creates an environment where AI really WORKS! It IS a thing!

Experience is EVERYTHING – whatever your interaction point – we measure, report, identify and fix experiences. Our interactions with customers are not defined by bits and bytes or features. We live and breath OUTCOMES:

22% decrease in total helpdesk tickets – THAT IS AN OUTCOME for one of the largest companies on the planet

700 additional patient consultations per month for a hospital trust – THAT IS AN OUTCOME!

We can go on..

We are looking for an OUTCOME based, hunter to drive new business, to outsell the competition, to change the lives of our customers. If that is you, if you live for VALUE, if you are well structured and can forecast accurately then we have an excellent starting point.

What you will do

• 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.

What makes you an ideal candidate

• Track record of success selling high-end enterprise software in a SaaS subscription model.
• You will have a 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 knowledgeand 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).
• 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 process.

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 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 of WE that binds us together.

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.