Riverbed Technology, Inc.

  • Federal Civilian Solutions Engineer

    Job Locations US-DC-Washington, DC
    Req No.
    2018-4367
    Category
    Sales
  • Company Overview

    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.

     

    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 US Civilian Government Agencies.

     

     

    About this Position

    Title:  Federal Civilian Solutions Engineer

    Clearance Level: Eligible

    Location: Washington, DC region

     

     

    Responsibilities:

    • Direct account and partner responsibilities for Federal Civilian 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.
    • Understand technical needs and pains of the customer as they relate to business initiatives within the account, confirming Riverbed’s technical viability for the opportunity\
    • 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
    • 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,
    • Build strong relationships with key contacts in the partner echo system. Work with Channel Sales team to build and strengthen relationships with partners; Oversee training and enablement of the partner echo system so that they can be leveraged to help drive opportunities to technical close.
    • Provide intensive pre- and post-sales technical consulting to prospective and existing channel partners
    • Assess, guide, and manage partner technical teams and help build/foster technical relationships
    • Train Partners and Customers to master the products & fit them into their OSS

     

    Qualifications: 

    • 3+ years’ experience supporting the Federal Government with a focus on Civilian accounts or Channel SE experience
    • Experience in a pre-sales SE or channel SE role, with a deep understanding of enterprise sales cycles and various selling strategies
    • US Government security clearance desired
    • Extensive IT experience; Strong knowledge in one (or more) of the following: Application or Network Performance Management; Storage & Infrastructure Management; and/or Network Infrastructure. While you’re not expected to be a subject matter in all of these areas, high level knowledge of each and how they interrelate is critical
    • Riverbed product experience plus relevant experience and/or in key competitor offerings in technological area of emphasis.
    • Resides in the targeted geography w/local relationships in both customers and partners support Federal business.
    • Excellent written and verbal communication, listening, negotiation and presentation skills.
    • Technical knowledge and consultative skills that are above reproach.
    • Ability to understand complex technical and selling situations and the ability to solve the problem or solicit the required resources.
    • Demonstrate ability to implement, drive and track projects.
    • Exceptional presentation and writing skills, enabling you to articulate technical concepts and business value propositions
    • Relevant competitive knowledge, including: industry, technologies and product offerings, evolving technologies, and threats
    • Advanced industry certification (e.g. CCIE/CCNP/CCDP (OR EQUIVALENT) desired.
    • Able to travel 35% - 50% throughout targeted geography
    • Bachelor’s degree in CS, EE or related area is preferred

     

     

     

    About Riverbed

    If you are a high-achiever who wants to be part of a dynamically growing, billion dollar plus company, then you should look closely at Riverbed. We seek entrepreneurial individuals who thrive in an autonomous, fast-paced environment. 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 at 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.

     

     

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