Pre-Sales Consultant-Germany

Job Locations DE-Munich
Req No.
2017-4115
Category
Sales

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

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

 

For our German SE Team we are looking for a Pre-Sales Consultant/SE

The Pre-Sales Consultant will report into the German Pre-Sales organization and will work closely with the account teams based on a strategic account plan.The goal will be to facilitate ongoing projects and help to start new initiatives and sell Riverbed solutions. 

The successful candidate must be comfortable in a highly technical pre-sales environment, creating technical solutions to solve business problems supporting global enterprise digital transformation initiatives.

To be effective the Enterprise Pre-Sales Consultant must have experience of delivering solutions to address application, network and end user connectivity requirements in multiple Hardware and Software environments and be comfortable with the technical challenges of working with complex heterogeneous systems.

 

About this Position

Pre-Sales Consultant, Frankfurt-Munich, Germany.

 

The Pre-Sales Consultant serves as a senior consultative resource to the  account teams, engaging with both internally and externally Directors, VP and C-level staff providing critical perspective and guidance on strategy, investments and innovation by drawing upon their depth and breadth of technical and business impact knowledge.

  

If you are highly motivated, passionate about innovation and have prior expertise in support Sales Teams we would like to get to know you better.

 

Requirements:

The candidate has already established high level customer relationships and is actively working on customer side with the respective interfaces today.

  • The ability to articulate and understand Riverbed technology and the benefits that can be applied with applications of Riverbed solutions to customer environments
  • A strong understanding of competitive technologies, competitor positioning, counter-arguments and emerging technologies that could be both cooperative and competitive
  • Recent experience with data center IT architecture design, including enterprise applications, security, systems management, business continuity solutions
  • Experiences in supporting sales teams in selling IT solutions
  • Strong customer-facing and relationship building skills
  • Ability to travel up to 50 percent of the time, including international if necessary
  • Charismatic personality

 

Opportunity Management

  • Identify gaps in customer capabilities and position solution propositions, building relevance to the customer situation
  • Engage with the customer, partner and broader account team to execute and/or coordinate activities to increase Riverbed awareness and grow breadth and depth of penetration within the account.
  • Deliver value based solution presentations, product and solution demonstrations and other sales related activities to secure technical and commercial wins.
  • Collaborate with account managers to influence, develop and manage sales account strategies.
  • Build and maintain relationships with key technical decision makers, stakeholders and influencers within target accounts.
  • Leverage other resources from other departments, teams and regions from within Riverbed and Partners
  • Interpret complex customer needs and develop innovative solutions supporting recognised technical and business value.
  • Simplify the communication of both technical and business content to a varied audience (technical and non-technical).
  • Develop, deliver and/or orchestrate technical validation activities required to achieve technical close from the customer (technical presentations, demos and proof of concepts)
  • Provide technical support throughout the sales cycle to drive opportunities to a successful conclusion.
  • Collaborate with professional services implementation teams to ensure proper handoff to enable delivery of solution.
  • Collaborate with the partner echo system to run technical workshops and proof of concepts.
  • Mentor and support the partner technical community to build competent skills in order to become self-sufficient in running demonstrations and proof of concepts involving Riverbed products.

Technical/Business Knowledge

Extensive IT experience; domain specific knowledge in network infrastructure, LAN, WAN and cloud architectures.  Strong knowledge and experience of infrastructure management solutions or application performance software disciplines an advantage.

  • Track record in designing, building and deploying WAN and LAN networks, familiar with typical routing and switching standards and technologies.
  • Ability to confidently articulate technical and business value propositions.
  • Familiar with complementary existing and evolving industry technology trends such as virtualization, XaaS and cloud platforms.
  • Thorough competitive knowledge including industry, technologies and product offerings in the networking infrastructure space.
  • Ideally, familiarity with Riverbed and the solution portfolio.  Experience in SteelHead product an advantage.
  • Solid knowledge and experience of customer and sales opportunity management practices.
  • In-depth understanding and experience in management of all aspects of sales support processes.
  • Educated typically to degree level. 

Desired Competencies and Attributes

  • Strong teaming ethics, willing to share responsibility and effort, support fellow team members.
  • Desire to share knowledge with wider technical communities, both inside Riverbed and externally on blogs etc.
  • Enjoys the challenge of diverse opportunity engagements, large complex portfolio sales to enterprise, straightforward product sales to small medium Enterprises.
  • Proactive worker, dynamic, thriving in a competitive environment with a strong desire to win.

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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