Head of Federal Sales

Riverbed Technology - Reston, VA

Full-time - Senior

Hybrid - Reston, VA

Professional, Scientific, and Technical Services

About the position

The Head of Federal Sales at Riverbed is a senior leadership role responsible for driving the overall business strategy and revenue growth within the Federal market. This position requires a visionary leader who can develop and execute market strategies, manage integrated support teams, and foster relationships with key stakeholders. The role is pivotal in shaping Riverbed's long-term go-to-market strategy and ensuring the success of the Federal sales team.

Responsibilities

• 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 programs.
• Define new client strategies and programs to maximize market opportunities.
• Establish tangible objectives, revenue goals, and priorities, and create performance measures.
• Communicate accurate and realistic forecast information to the Chief Revenue Officer and Executive Leadership.
• Work with marketing to develop go-to-market programs.
• Act as the Company's Chief Salesperson for Federal market relationships.
• Close important Federal market deals and act as the key figurehead for the organization.
• Build and evolve the Federal market from a structural and operational standpoint.
• Provide executive level support in closing key strategic opportunities.
• Create a culture of success and ongoing business achievement.
• Provide leadership to the Federal sales management team.
• Recruit, develop, mentor, and manage a high-performance team.

Requirements

• Experienced Federal market thought leader with a senior sales background in a large organization.
• Exceptional track record selling high-end solutions in Cloud/SaaS, Subscription Model, Network Performance Management, etc.
• Inspirational people leader with the ability to support and manage complex sales processes.
• Proven success in delivering annual revenue targets with year-over-year growth in the Federal market.
• Ability to build a sales plan that includes organization, functional requirements, quotas, forecasts, and commits.
• Experience building and ramping sales organizations of over 30 people.
• Proven success with a non-standard selling model.
• Superior management skills and ability to motivate and inspire teams.
• Exceptional communication and negotiation skills, especially at executive levels.
• Experience working with complex contracts and GSA, Federal procurement.

Nice-to-haves

• Experience in managing diverse teams and fostering an inclusive environment.
• Knowledge of various buying vehicles to enable growth in software sales.

Benefits

• Flexible workplace policies
• Employee resource groups
• Learning and development resources
• Career progression pathways
• Community engagement initiatives
• Global employee wellness programs