• Federal Solutions Architect - FSP/SI

    Job Locations US-VA-Reston
    Req No.
  • 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.



    About this Position

    Title:  Federal Solutions Architect  FSP/SI

    Location: Reston, VA (office); (Preferred location would be the greater DC metro area, though other areas will be considered for highly qualified candidates).


    We are seeking a Federal Solutions Architect for immediate hire. In this role you will be responsible for technical enablement in the US Federal Area FSP/FSI partners; namely, Lockheed, NGC, GD, AT&T Fed, Verizon Fed, and Century Link.  The candidate chosen will work closely with the Federal Sales Team to identify, develop & deliver technical sales enablement programs and campaigns throughout the region to ensure our partners are properly equipped to sell Riverbed solutions.  In addition, this person will interact with the Global Technical Alliance Managers for the supported partners to ensure consistent messaging and provide feedback from field engagements for continuous improvement of global service development activities.  This position requires an experienced technical generalist, well versed in solution & service creation, Application Architectures & Performance Management; Storage & Infrastructure Management; and/or Network Infrastructure.  Previous experience with Riverbed or Riverbed's competitors is a plus.  The candidate should have experience in channel support or indirect sales models.    



    • Partner Enablement
    • Provide architectural level consulting including ROI models
    • Support development of offering from concept to reasonable level of technical depth
    • Leverage additional internal resources to support
    • Define & deliver formal and informal technical training sessions
    • Establish and maintain technical expertise on current and developing Riverbed products and technology
    • Identify new business opportunities for Riverbed enabled solutions
    • Execute business initiatives to produce incremental revenue streams
    • Help develop partner collateral material in cooperation with sales & marketing
    • Maintain field level relationships with partners to assure effective positioning of Riverbed solutions
    • Have awareness of programs covered FSI/FSPs have contracts with  
    • Technical Sales Engagement
    • Drive revenue through increased adoption of Riverbed solutions within the assigned FSI/FSP partners
    • Opportunity follow-up and assistance in uncovering new sales opportunities
    • Assist FSI/FSP partner with complex bid response
    • Promote selling of Riverbed based on value propositions, competitive differentiators, and advantages
    • Identify, qualify, and provide initial recommendations and scoping for new sales opportunities before engaging Riverbed account teams
    • Operate in a Riverbed facing role liaising between FSI/FSPs, Federal Account Teams and Riverbed corporate teams such as product marketing
    • Provide oversight, guidance, and assistance during the sales process to ensure mutual success.


    • 7+ years in the industry with a variety of roles
    • Experience working in or with large service provider
    • Experience in channel sales support
    • History of deep technical expertise in one or more: Networking, Virtualization, Data Center design, Network and Application Performance Monitoring, Cloud application delivery
    • Relevant certifications and/or equivalent experience demonstrating expertise in at least one of the areas above
    • In-depth knowledge of TCP/IP; experience with MPLS, OSPF, BGP a plus
    • Familiarity with NFV & SDN concepts
    • Advanced industry certifications (e.g. CCIE/CCDP, VTSP, AWS) desired.
    • Background in Sales Engineering or an equivalent “customer facing” position
    • Prior experience in large scale technical solutions development & delivery programs
    • Excellent communication / presentation skills (from engineers, and architects to C-level executives)
    • Must be highly organized and self-motivated
    • Must be willing to take ownership of complex tasks
    • Can work across organizational boundaries and willingness to perform activities outside of the traditional role
    • Understand the culture of large strategic partners
    • Willing to travel, work odd hours, and be generally available
    • BS/BA in relevant field (CS, EE, MIS) or equivalent experience
    • Willing to travel US domestically and possible limited international travel
    • Must be a US Citizen able to enter sensitive US Government facilities as well as those at the FSI/FSP locations.
    • Current or recent security clearance highly preferred


    • Experience with and demonstrated understanding of the business and technical needs of large FSI/FSPs
    • Proven knowledge of network and application performance, optimization and acceleration technologies, virtualization, and software defined networking
    • Strong networking, switching, and routing background (L2 - 7)
    • In-depth knowledge of TCP/IP; experience with MPLS, OSPF, BGP a plus
    • Familiarity with NFV & SDN concepts
    • Familiarity with cloud application delivery via hybrid networks
    • Familiarity with the concepts of next-generation monitoring solutions
    • Ability to identify application delivery issues from analyzing packet captures
    • Understanding of application architectures used by large enterprise organizations
    • Hands-on troubleshooting, configuration, and implementation
    • Familiarity with or certification in ITIL, Agile, Six Sigma or related service development programs



    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 offer the rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications. The company has been recognized multiple years for attracting and retaining today’s top talent as a great place to work by Glassdoor, Fortune magazine’s 20 Great Workplaces in Tech and by numerous other publications.


    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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