Pre-Sales Consultant, Denmark

DK-Copenhagen
Req No.
2017-4203
Category
Professional Services

Company Overview

Riverbed solutions help companies transition from legacy hardware to a new software-defined and cloud-centric approach to networking and application delivery for the digital age. The Riverbed Application Performance Platform™ takes Riverbed’s SD-WAN solution for agile networking that really works, and adds to this digital backbone industry-leading solutions for WAN optimization and hybrid networking, for branch IT orchestration, and for end-to-end visibility from device to cloud. All these solutions are integrated in a flexible, modular, digital architecture that delivers any apps, data and services from any public or private cloud across any network to any end-point, with the best possible user experience as determined by business policy.

 

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

 

For our Team in Denmark we are looking for an experienced Pre-Sales Solution Engineer to drive wider and deeper penetration into our enterprise accounts.

About this Position

  • Collaborate with account manager to influence and develop sales account strategy including competitive threats, technical threats and alternatives
  • Engage with the customer, account manager and the account team to execute and/or coordinate Riverbed "awareness". Presentations, demonstrations and other sales related activities to ensure breadth & depth of penetration into the account.
  • Understand technical needs and pains of the customer as they relate to business initiatives within the account

 

Resource Management

 

  • Identify requirement for additional/multiple resources from other depts. partners, teams, regions (e.g., sales, product management, marketing, partners etc.)  internal and external to Riverbed
  • Managing expectations of the account team (identifying roles for each external resource)
  • Identify sales/pre-sales roles, responsibilities on a peer/partnership level

Opportunity Management

 

  • Validate and quantify customer pains/issues and business drivers, confirm Riverbed’s technical viability for the opportunity, understand the customer alternatives (vendor competitors, internal alternatives…) being considered including the current means of handling their requirements
  • Validate customer sponsors
  • Validate & Close solution proposal for opportunity, Develop, deliver and/or orchestrate technical validation activities required to achieve Technical Validation from the customer (technical Presentations, POCs, Demos)
  • Create value based proposal to address pain points and business drivers and drive technical sales cycle to achieve ‘Technical Win” & “Technical Closure”
  • Collaborate with Implementation team to ensure proper handoff from Sales to Implementation Provider

 

 

Partner & Ecosystem Development 

 

  • Build influencing relationships with key contacts in the partner echo system of your customers.
  • Actively involve third party organizations to help drive opportunities to Technical Close 
  • Leverage the partner echo system to run technical workshops and POC’s to free up your time for more consultative work with your customers

Technical/Business Knowledge

 

  • Extensive IT experience; Domain knowledge in a least two disciplines of Application Architectures & Performance Management, Storage & Infrastructuctur
  • Management or Network Infrastructure
  • Confident articulating technical and business value propositions.
  • 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.
  • Solid knowledge and experience of customer management practices.
  • In-depth understanding and experience in management of all aspects of sales support processes.
  • 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.

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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