Solutions Engineer

Riverbed Technology, the leader in AI observability, helps organizations optimize their user’s experiences through AI automation. The Solutions Engineer will function in a highly technical pre-sales environment, creating technical solutions to solve business problems for global enterprises.

Responsibilities:

• Serve as the technical subject matter expert throughout the sales process. Owning and managing various pre-sales activities – including technical presentations, demonstrations, and proof of concept projects
• Collaborate with the Sales team, jointly owning the sales cycle and account plan
• Help to drive deeper & wider into the account – identifying requirements for additional resources from other departments within the customer, customer alternatives (i.e., other means of handling their current requirements), and potential internal sponsors
• Understand and document customer business & technical requirements and use them to create value-based proposals, addressing business drivers & pain points – guiding the technical sales cycle towards a technical close & a business win
• Build strong relationships with key contacts in the partner ecosystem. Work with Channel Sales team to build and strengthen relationships with partners; Oversee product and solutions training and enablement of the partner ecosystem so that they can be leveraged to help drive opportunities to technical close

Requirements:

• Experience in a pre-sales role, with a deep understanding of enterprise sales cycles and various selling strategies
• Relevant competitive knowledge – i.e., industry, technologies and product offerings, evolving technologies, and threats
• Proven consultative skills from prior performance engineering engagements in presales or professional services
• Able to travel 20% - 40%
• Outgoing personality and passionate about technical sales and working with customers