Pre-Sales Director

DE-Munich
Req No.
2017-4088
Category
Software Engineering

Company Overview

Riverbed Technology, the leader in application performance infrastructure, provides the most complete platform for the hybrid enterprise to ensure applications perform as expected, data is always available when needed, and performance issues can be proactively detected and resolved before impacting business

performance.

 

Riverbed is a pre-IPO opportunity with over $1 billion in revenue headquartered in San Francisco with branch offices around the globe.

For our DACH Pre-Sales Teams we are looking for a SE-Director ideally based in Munich, Germany or Zurich, Switzerland.

About this Position

Director Systems-Engineering, DACH -Munich-Zurich-

 

Responsibilities

  • Lead an organization of Solutions Engineers, including a Regional SE Manager, to deliver a world-class presales services to Sales business partners across Germany, Austria and Switzerland, to achieve revenue growth.
  • Maintain internal communications between all stakeholders, from sales execution through delivery, support and development.
  • Take an architectural lead on major accounts to support and provide the existing account team in place with high level advice and guidance.
  • Partner with Sales, creating and driving go-to-market strategies and tactics for Riverbed’s solution portfolio in the market.
  • Create and drive strategies to achieve Technical wins including account planning, needs analysis, presentation, demonstration, POC, tender response, ROI analysis, competitive strategy and critical account resolution.
  • All aspects of people management for the Systems Engineering Team (individual contributors and a regional SE Manager with direct reports) to ensure the highest standards of performance.
  • Monitor and improve the capabilities of the SE teams expanding their business, technical, and soft skills, establishing skills development plans.
  • Foster teamwork across the territory, building an effective team committed to organizational goals.
  • Work with peers to contribute to the overall maturation of the broader Riverbed SE organization.

   

Skills Required

  • Proven ability to lead a multicultural technical team
  • Strong customer communications skills, written, oral and face-to-face
  • Strong account/relationship management experience
  • Proven consultative selling skills
  • Proven experience with complex enterprise application solutions
  • Awareness of the competitive landscape within the performance management market
  • CxO engagement capability
  • Demonstrable commercial acumen
  • Ability to turn business issues into technical solutions
  • Ability to develop collaborative relationships both internal and external
  • Excellent presentation skills (planned and ad-hoc)
  • Ability to navigate and manage technical issues internally and externally.

 

Functional Skills

  • Customer focused. Ability to understand customer needs (internally and externally) and proactively deliver a technical community to drive ‘Technical Closure’ of regional sales opportunities
  • Proven management disciplines
  • Proactive engagement in opportunity management, forecasting, reviews, account planning etc
  • Proactive balancing of resource demands. Ensuring the available resources are aligned to the regional revenue goals

 

Technical/Business Knowledge

  • Have knowledge of Riverbed Performance Solutions, product line offering, Application performance criteria.
  • Thorough competitive knowledge including industry, technologies and product offerings, evolving technologies
  • Understand and be conversant about company, its solutions, and product strengths, weaknesses, opportunities and threats.
  • Must have a clear understanding of selling cycles, selling strategies and the skills and responsibilities of an AM and SE team.
  • Education typically requires BS/BA (EE/CS) or equivalent.
  • MBA or equivalent highly desirable.
  • Experience 10+ years related experience.

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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