Riverbed Technology, Inc. Charlotte , NC 28201
With a powerful combination of Digital Experience, Cloud Networking, and Cloud Edge solutions, Riverbed The Digital Performance Company provides a modern IT architecture for the digital enterprise, delivering new levels of operational agility and visibility, while dramatically accelerating business performance and outcomes. As businesses transform digitally and experiment with new technologies, they partner with Riverbed to push boundaries, increase performance, and rethink possible.
Riverbed is a pre-IPO opportunity with over $1 billion in revenue and 30,000+ customers including 98% of the Fortune 100 and 100% of the Forbes Global 100.
About this Position
Title: Director, Sales | Enterprise/Majors, Southeast
Location: Southeast US [North Carolina, South Carolina, Georgia, Tennessee, Florida] (remote/home office)
Core Responsibilities include:
Manage a group of 6 Sales Executives focused on selling the complete Riverbed solution into a specific region in the Americas. This position reports directly to an Area Vice President.
Ability to translate complex technology solutions into business value propositions.
Within a highly matrixed organization, the Sales Director must be able to leverage resources to satisfy customer requirements. The Sales Director must further own and manage all aspects of the go-to-market model for any new product releases in their territory or business segment, including the sales model, marketing plan, support and professional services offerings. In addition to financial and sales the Sales Director will also have specific quantifiable business development objectives such as channel recruitment and enablement, new logos and customer references.
Direct the development and alignment of key account and territory plans. Key deliverable: Account EX and Territory EX sales plans that are inclusive of means and ways to sell the entire Riverbed portfolio, consistent with Corporate and regional business development targets and financial goals.
Execute on development strategies and ensure that cost and revenue targets are achieved. Key deliverable: Within your assigned region, directly manage and enable your team of Major Accounts Sales Executives and Inside salespersons in the effective execution of account plans and associated deliverables which clearly result in the achievement of business development targets and financial goals.
As necessary, lead contract negotiations for critical accounts. Key deliverable: Financially sound and resource supported contracts that are clearly aligned with Riverbed's financial objectives and guidelines while delivering value-added products, support, and professional services to meet customer requirements.
Provide management direction and support. Key deliverable: Hire, lead, develop, retain, and motivate capable, competent, and talented salespersons.
Good understanding of major technology trends and customer initiatives (Virtualization, Cloud, DR, VDI etc.).
Ability to effectively communicate vision, plans, goals and objectives to team members.
Experience in managing global accounts.
Strong motivator, leads from the front.
Very detailed oriented and well connected with peers around the world.
Ability to set strategy, create plans, and manage a geographically dispersed team to meet or exceed results.
Ability to clearly articulate issues and concerns to management and support.
Player coach personally call on and develop account relationships with senior executives.
Instinctive understanding of customer service and satisfaction, with ability to manage both.
A balanced scorecard approach to each account to develop multiple recurring revenue streams across all major product lines.
Professional Services and Support attach rates in line with company goals within the Commercial segment.
Build a short- and long-term pipeline that (A) ensures attainment of quarterly revenue goals, (B) drives improved linearity within the quarter and (C) drives improved forecast accuracy.
Develop strong trusted advisor relationships within the leadership of key SI, SP and VAR partners.
Perform a minimum number of outbound calls daily.
Field inbound calls and leads from various sources and qualify for business potential.
Conduct a minimum number of online meetings via Adobe Connect per day.
Maintain a minimum of 10 customer evaluations at all times.
Core Requirements include:
5 - 8 years of regional sales management experience with customers of varied account sizes.
Ability to successfully complete solo sales meetings and presentations, with little or no supervision at the highest level of an organization.
Understand the sales process, with acute listening and sales skills.
Willingness to travel, work odd hours, and be very available.
Excellent business writing and presentation skills
BS/BA or higher-level degree in relevant field (CS, EE, MIS) strongly preferred.
Relevant vendor certifications (Cisco, Juniper, Netapp, VMWare) preferred.
Riverbed offers a rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications. We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments. We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers.
Learn more about Riverbed: www.riverbed.com
Riverbed is proud to be an affirmative action (AA) and equal employment opportunities (EEO) employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.