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.
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