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Riverbed enables organizations to maximize performance and visibility for networks and applications, so they can overcome complexity and fully capitalize on their digital and cloud investments. The Riverbed Network and Application Performance Platform enables organizations to visualize, optimize, remediate and accelerate the performance of any network for any application. The platform addresses performance and visibility holistically with best-in-class WAN optimization, network performance management (NPM), application acceleration (including Office 365, SaaS, client and cloud acceleration), and enterprise-grade SD-WAN. Riverbed’s 30,000+ customers include 99% of the Fortune 100.
About this Position
Title: Solutions Engineer (SE) - SLED
Location: East Coast
We are seeking a Solutions Engineer for immediate hire. In this role you will function in a highly technical pre-sales environment, creating technical solutions to solve business problems for global enterprises.
Direct account and partner responsibilities for Public Sector SLED accounts
Serve as the technical subject matter expert throughout the sales process. Owning and managing various pre-sales activities – including technical presentations, demonstrations, and proof of concept projects.
Collaborate with the Sales team, jointly owning the sales cycle and account plan.
Help to drive deeper & wider into the account – identifying requirements for additional resources from other departments within the customer, customer alternatives (i.e. other means of handling their current requirements), and potential internal sponsors.
Understand and document customer business & technical requirements and use them to create value based proposals, addressing business drivers & pain points – guiding the technical sales cycle towards a technical close & a business win.
Build and increase Riverbed’s relevance with customers by qualifying customer’s needs, desired outcomes & benefits and positioning the breadth of the Riverbed Solution portfolio in context to it.
Cross-sell / Up-sell: Identify and execute relevant sales plays, pipeline development initiatives and PS offerings.
Interface with Product Management to relay market demands from prospects/customers.
Build strong relationships with key contacts in the partner ecosystem. Work with Channel Sales team to build and strengthen relationships with partners; Oversee product and solutions training and enablement of the partner ecosystem so that they can be leveraged to help drive opportunities to technical close.
3+ years’ experience supporting the Public Sector with a focus on SLED accounts experience
Experience in a pre-sales SE role, with a deep understanding of enterprise sales cycles and various selling strategies
Extensive IT experience; Strong knowledge in one (or more) of the following: Application Architectures & Performance Management; Storage & Infrastructure Management; and/or Network Infrastructure. Depth of operating knowledge across these areas may vary, but successful candidates will be able to describe and differentiate Riverbed solutions across the portfolio.
Riverbed product experience plus relevant experience and/or in key competitor offerings in technological area of emphasis.
Proven technical knowledge and consultative skills.
Ability to understand complex technical and selling situations and the ability to solve the problem or solicit the required resources.
Demonstrated ability to implement, drive and track IT projects to successful closure.
Relevant competitive knowledge, including: industry, technologies and product offerings, evolving technologies, and threats.
Understanding of Microsoft/Amazon cloud based platforms.
Knowledge of hypervisor platforms (Hyper-V, VMWare, KVM) a plus.
Advanced industry certifications (e.g. CCIE/CCDP, VTSP, AWS) desired.
Resides in the targeted geography w/local relationships in both customers and partners support business.
Excellent written and verbal communication, listening, negotiation and presentation skills.
Able to travel 35% - 50% throughout targeted geography.
Bachelor’s degree in CS, EE or related area is preferred.
Riverbed offers a rewarding experience of working with the best minds in the industry, delivering exceptional network performance and visibility for any application. 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.
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.
Check us out on:www.riverbed.com@LifeAtRiverbed
TAGS: WAN edge, WAN edge infrastructure, hybrid WAN, software-defined WAN, software defined networking, SD-WAN, SDN, NFV, network functions virtualization, wan optimization, wan optimisation, wan acceleration, application acceleration, network optimization, cloud networking, NPM, network performance management, network performance monitoring, packet capture, packet analysis, deep packet inspection, network traffic analysis, network monitoring, netflow, CCIE, CCNA, routing protocols, BGP, OSPF, network design, TCP/IP, MPLS, SNMP, LAN, WAN, network architecture, network troubleshooting, routing, switching