Riverbed. Empower the Experience: Riverbed transforms data into actionable insights and accelerates performance so organizations can deliver a seamless digital experience and drive enterprise performance. Riverbed is the only company with the collective richness of telemetry from network to app to end user, that illuminates and then accelerates every digital interaction. Riverbed offers two industry-leading portfolios: Alluvio by Riverbed, a differentiated Unified Observability portfolio that unifies data, insights, and actions across IT, so customers can deliver seamless, secure digital experiences; and Riverbed Acceleration, providing fast, agile, secure acceleration of any app, over any network, to users anywhere.
Together with our thousands of partners, and market-leading customers globally – including 95% of the FORTUNE 100 –, we empower every click, every digital experience. About this Position: Solutions Engineer - Germany Home based with requirements for travel
The Riverbed Solutions Engineer is responsible for leading technical qualification, demonstration and value illustration for the Riverbed portfolio. Working closely alongside Sales, they will leverage their technical understanding to evangelise our products and solutions, accurately articulate our ability to address business challenges and play a pivotal role in achieving technical wins and deal closure.
Responsibilities Become a Solutions Expert and Technical Advisor to customers, internal teams and Channel partners on Riverbed. Able to clearly articulate our USPs, competitiveness and technical capability Collaborate with the Sales team, jointly owning the sales cycles, account plans and opportunities Interface with internal stakeholders such as Product, Engineering, Professional Services, Channel and Technical teams where appropriate to deliver market demands from prospects & customers Supports sales & marketing initiates to help grow and exceed regional goals; e.g.: marketing events, tradeshows, exhibitions, user groups, etc Lead activities and outcomes across the Riverbed Presales stages:
Discovery
- Discover potential business pains & challenges
- Identify potential competition
- Map RVBD capabilities/ solutions to business challenges
- Business & Technical requirements analysis
- Quantify customer benefit of potential solution
Pitch - Verify business pain & challenges
- Initial solution pitch
- Create budgetary BoM
- Discover & confirm technical fit
- Analyze competition and define USPs & competitive positioning
- Prepare objection handling
- Influence requirements via Deep Dive Workshops
- Draft solution design
- Cross-sell and up-sell the Riverbed portfolio where possible
- Finalize and verify value proposition & RoI
Demo - Documentcustomer Goals
- Map Goals to Riverbed capabilities
- Prepare objection handling
- Prepare competitive attacks and FUD
- Create final BoM
- Support PS with SoW definition
- Deliver Outcome Driven Demo to customers
Proof - Define PoV Success Criteria
- Define PoV scope & environment
- PoV Kick Off meeting
- PoV deployment to meet success criteria
- Confirm with all stakeholders PoV success criteria are met
- PoV presentation(s) with stakeholder groups
- PoV final presentation with Power Sponsor
- PoV final report
- Support PS with SoW definition
Commercial Close - Influence requirements for RFI / RFP
- Prepare response and submit technical RFx proposal
- Share Riverbed Unique Features & USP’s
About Riverbed: With a 20-year history of innovation, Riverbed is agile, yet proven, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance While we are a ‘customer-first’ company, we are all about our people with a shared commitment to creating a global impact. We bring our best selves to work and pursue excellence, trust, and respect for one another. We welcome diversity and value and encourage transparency and open communication throughout the company. We strive to be an inclusive, fair, and enjoyable workplace for our people globally and care about their wellbeing. We are committed to our people, partners, and customers while supporting the communities where we work and live. It’s the
Power of WE that binds us together.
We want people of all backgrounds to see themselves represented and included in our work, so we actively seek to diversify our team and bring more voices to the table. We understand that when people can be themselves, more is possible. We would love to have more people on board to join us on our journey to be better every day! So, come speak with us about career possibilities at Riverbed.
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
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