Riverbed Technology, Inc.

  • Pre sales solutions engineer - South Africa

    Job Locations ZA-Johannesburg | ZA-Johannesburg
    Req No.
    2018-4606
    Category
    Sales
  • Company Overview

    With a powerful combination of Digital Experience, Cloud Networking, and Cloud Edge solutions, Riverbed – The Digital Performance Company –  provides a modern IT architecture for the digital enterprise, delivering new levels of operational agility and visibility, while dramatically accelerating business performance and outcomes. As businesses transform digitally and experiment with new technologies, they partner with Riverbed to push boundaries, increase performance, and rethink possible.

     

    Riverbed is a pre-IPO opportunity with over $1 billion in revenue and 30,000+ customers – including 98% of the Fortune 100 and 100% of the Forbes Global 100.

     

    About this Position

    Account & Territory Development

    • Collaborate with the Account manager & Riverbed’s partners to develop, influence and execute sales / account strategies to grow the business, including competitive threats, technical threats and alternatives
    • Engage with the customer, partner, 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
    • Develop, position and effectively communicate solution value to Customer, partner, account manager and account team
    • 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
      • Manage expectations of the account team (identifying roles for each external resource)
      • Identify sales/pre-sales roles, responsibilities on a peer/partnership level
    • Drive wider and deeper penetration into account and partner base

    Opportunity Management

    • Validate and quantify customer or partner pain points/issues, requirements, strategies and business drivers, confirm Riverbed’s viability for the opportunity, understand the customer alternatives (vendor competitors, internal alternatives…) being considered including the current means of handling their requirements
    • Validate customer and partner sponsors
    • Develop, Validate, Position, Communicate and Close solution proposal for opportunity
    • Develop, deliver and/or orchestrate technical validation activities required to achieve Technical Validation from the customer and/or partner (Technical Presentations, POCs, Demos)
    • Create value based solution proposal to address customer and/or partner pain points, 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.
    • Actively involve partners, technical alliance partners and/or 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 and Domain knowledge in a least two of the following disciplines; End User Experience Mangement, Application Performance Management, Network & Infrastructure Management, SDWan, Wireless Network Infrastructure and WAN Optimization
    • Confident articulating business value of solutions, proposals and technology.
    • Thorough competitive knowledge covering the industry, technologies, product offerings, competitors & new/evolving technologies
    • Understand and be conversant regarding company, its solutions, product strengths, weaknesses, opportunities and threats.
    • Solid knowledge and experience of customer management practices.
    • Extensive knowledge and experience of reseller management practices.
    • In-depth understanding and experience in management of all aspects of technical 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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