Riverbed Technology, Inc.

  • Solutions Architect - France

    Job Locations FR-Paris | FR-Paris
    Req No.
    2018-4607
    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

    We are seeking a Senior Pre-Sales Solutions Architect for immediate hire to work in the exciting and competitive domain of application performance and digital transformation.

     

    As a member of the pre-sales southern europe regional team, the successful candidate will serve as a customer facing technical evangelist focused on providing thought leadership for customers and prospects, to solve business problems, supporting Enterprise digital transformation initiatives. The candidate requires a broad vision across the history of innovation that has been brought to the market by Riverbed and other major vendor into the leadership role of application performance solutions in the future. The candidate will collaborate with customers,  reseller / technology partners, and the direct sales team, to understand business requirements and develop architectures that deliver on those needs.

    Success in the role requires an organized, team player, comfortable in a highly technical pre-sales environment, with the ability to manage multiple sales campaigns simultaneously and with a focus on ensuring that the business value of the solutions are understood  by customers and partners, ultimately realized by the implementation of the proposed solutions.

    To be effective the Senior Solutions Architect 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.

     

    Sales Opportunity Management support:

     

    • In support to defined and executed sales executive strategy: 
    • Interpret complex customer needs and develop innovative solutions supporting recognized technical and business value.
    • Able to deliver in large audience  technical value proposition and business value presentations
    • Provide technical support throughout the sales cycle to drive opportunities to a successful conclusion.
    • Develop, deliver and/or orchestrate technical validation activities required to achieve technical close from the customer (technical presentations, demos and proof of concepts)
    • Simplify the communication of both technical and business content to a varied audience (technical and non-technical).
    • Evangelize Technologies and Solutions across the largest and most strategic target accounts.
    • Collaborate with integrator and partner to build lar architecture solutions to customers. Able to help answering complex RFP
    • Collaborate with professional services implementation teams to ensure proper handoff to enable delivery of solution.
    • Understand the competitive landscape (competing vendors, internal alternatives etc) including incumbent solutions in place and build strategies to overcome the challenges.
    • Identify opportunities to expand our footprint in existing strategic accounts and create and execute plan to capture incremental revenues.
    • Educate Customers, Partners and Sales teams on emerging solutions and industry trends

     

    Technical/Business Knowledge:

     

    • Extensive IT experience; domain specific knowledge in network infrastructure, LAN, WAN and cloud architectures.
    • Strong knowledge and experience of application performance software disciplines and End User experience is 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.
    • Solid knowledge and experience of customer and sales opportunity management practices.
    • In-depth understanding and experience of sales support processes.
    • Educated typically to degree level.
    • Ideally, familiarity with Riverbed and the solution portfolio. Experience in SteelCentral APM/EUEM product an advantage.

     

    Desired Extra Competencies and Attributes:

     

    • Must have a strong customer service orientation,  a strong sense of initiative,  a positive attitude, and a collaborative working style.
    • 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.
    • Relationship building with third party solution vendors to facilitate the delivery of complete and seamless end-to-end solutions.
    • Evangelize the customer’s unique business and technical requirements to Sales and Product teams to help guide future product development.
    • Excellent relationship-building, communication (written/verbal), presentation and negotiation skills are required.
    • Proven track record of creating and driving processes and the use of structured methodologies, while maintaining creativity.
    • Able to handle a fast-paced environment and continuously re-prioritize while maintaining a constant focus on closing deals.

     

    Skills

     

    • 15 years of experiences in Software companies, APM and EUM vendors preferably
    • Broad technology domain knowledge, Networking, Cloud and Application Architectures
    • Has knowledge in dealing with Product management and or solution building
    • Confident communication skills for presenting and pitching to customers, partners and the media
    • Ability to interpret complex requirements and simplify for representation internally
    • Have been involved in large deals at International level
    • Able to collaborate with extended team (PS, SE, Partners, PM…)

     

    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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