Riverbed Technology, Inc
Riverbed’s 30,000+ customers include 99% of the Fortune 100.
About this Position:
General overview of the project(s)
We are seeking a Solutions Engineer for immediate hire to take care for our Territory and Enterprise customers in Switzerland.
The successful candidate must be comfortable in a highly technical pre-sales environment, creating technical solutions to solve business problems for global enterprises. To be effective the Solutions Engineer must have experience on multiple Hardware and Software Environments and be comfortable with complex heterogeneous systems environments.
Account & Territory Development
Team up with account managers 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 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
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
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 ecosystem to run technical workshops and POC’s to free up your time for more consultative work with your customers
Extensive IT experience; Domain knowledge in a least two disciplines of Application Architectures & Performance Management, Infrastructure 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.
Fluent in English and German
Willing to travel