Riverbed Technology, Inc.

  • Solutions Consultant / Systems Engineer [ Pre-Sales ]

    Job Locations IN-Mumbai
    Req No.
    2018-4814
    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

     

    We are seeking the best entrepreneurial Software Sales professionals to generate and increase sales within an assigned set of Named Accounts.”

    About this Position

    Job Description

    Account & Territory Development

     

    • 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
      • Drive wider and deeper penetration into account

    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 Network Infrastructure and Network Performance Management.
    • 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.
    • Leadership potential is desirable
    • Education typically requires BS/BA (EE/CS) or equivalent.

    *LI-SA1

    About Riverbed

    “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

    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.”

     

     

     

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

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