• Pre-Sales Solutions Engineer - Denmark

    Job Locations DK-Copenhagen
    Req No.
    2017-4203
    Category
    Sales
  • Company Overview

    Riverbed gives Global Enterprise-wide insights to spur innovation, reduce the cost of running their business, and boost productivity at every level. Riverbed solutions provide greater agility, enhanced visibility, increased performance and improved efficiency.  Riverbed is the leader in application performance infrastructure, delivering the most complete platform for Global Enterprises 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 trusted by the world’s best brands for the delivery of superior application performance for their globally connected enterprises. 

     

    We are seeking the best Software Sales professionals to grow our customer base as strategic partners by showing the value our solutions can have on their business outcomes. Riverbed is a pre-IPO opportunity with over $1 billion in revenue headquartered in San Francisco with branch offices around the globe. 

     

    About this Position

    We are seeking an Enterprise Solutions Consultant for immediate hire to work in the exciting and competitive domain of Digital Experience Management.  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 Solutions Consultant must have experience of delivering solutions to address application, network and end user visibility in multiple Hardware and Software environments and be comfortable with the technical challenges of working with complex heterogeneous systems.

     

    Account & Territory Development

    • Understand customer business initiatives and priorities in order to build technical solutions that align to the required business outcomes.
    • 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.
    • Understand competitive landscape within account base and build strategies to go after new market opportunities and defend existing footprint within accounts.
    • 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

    Opportunity Management

    • Use a variety of communication skills to run discovery activities in order to fully understand drivers, requirements and expectations of the customer that will lead to the identification of a sales opportunity.
    • 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).
    • Understand the competitive landscape (competing vendors, internal alternatives etc) including incumbent solutions in place and build strategies to overcome the challenges.
    • Validate customer sponsors, decision makers and detractors.
    • Develop, deliver and/or orchestrate technical validation activities required to achieve technical close from the customer (technical presentations, demos and proof of concepts)
    • Create value based solution proposals to address pain points and business drivers and drive technical sales cycle to achieve technical win and commercial closure.
    • 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.

    Partner & Ecosystem Development 

    • Build influencing relationships with key contacts in the partner echo system of your customers.
    • Involve third party organizations where appropriate to help drive opportunities to technical closure.
    • 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 application architectures and performance management software solutions.  Strong knowledge and experience of infrastructure management solutions or network infrastructure architecting disciplines.
    • Track record in designing, building and deploying application performance software solutions.
    • 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 application performance management space.
    • Ideally, familiarity with Riverbed and the solution portfolio.  Experience in SteelCentral products 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 Attribute

    • 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.
    • Enjoy 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 seek entrepreneurial individuals who thrive in an autonomous, fast-paced environment. Riverbed offers a rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications.  We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments.  We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers. 

     

    Learn more about Riverbed: - www.riverbed.com/solutions/index.html 

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