Solutions Engineer
il y a 3 semaines
Riverbed. Empower the Experience:
Riverbed transforms data into actionable insights and accelerates performance so organizations can deliver a seamless digital experience and drive enterprise performance. Riverbed is the only company with the collective richness of telemetry from network to app to end user, that illuminates and then accelerates every digital interaction. Riverbed offers two industry-leading portfolios:
**Alluvio by Riverbed**, a differentiated Unified Observability portfolio that unifies data, insights, and actions across IT, so customers can deliver seamless, secure digital experiences; and
**Riverbed Acceleration**, providing fast, agile, secure acceleration of any app, over any network, to users anywhere.
Together with our thousands of partners, and market-leading customers globally - including 95% of the FORTUNE 100 -, we empower every click, every digital experience.
About this Position:
**Solutions Engineer**
**Location: Paris, France**
The Riverbed Solutions Engineer is responsible for leading technical qualification, demonstration and value illustration for the Riverbed portfolio. Working closely alongside Sales, they will
leverage their technical understanding to evangelise our products and solutions, accurately articulate our ability to address business challenges and play a pivotal role in achieving technical
wins and deal closure.
- Collaborate with the Sales team, jointly owning the sales cycles, account plans andopportunities
- Interface with internal stakeholders such as Product, Engineering, Professiona Services, Channel and Technical teams where appropriate to deliver market demands from prospects & customers
- Supports sales & marketing initiates to help grow and exceed regional goals; e.g.:marketing events, tradeshows, exhibitions, user groups, etc
- Lead activities and outcomes across the Riverbed Presales stages:
**1. Discovery**
- Discover potential business pains & challenges
- Identify potential competition
- Map Riverbed solution capabilities to business challenges
**2. Pitch**
- Verify business pain & challenges
- Initial solution pitch
- Create budgetary BoM
- Discover & confirm technical fit
- Analyze competition
- Influence requirements via Workshops
- Draft solution design
- Cross-sell and up-sell the Riverbed portfolio where possible
**3. Demo**
- Document customer Goals
- Map Goals to Riverbed capabilities
- Create final BoM
- Support PS with SoW definition
- Deliver feature based Demo to customers
**4. Proof**
- Define PoC Success Criteria
- Define PoC scope & environment
- PoC Kick Off meeting
- PoC deployment to meet success criteria
- Confirm with all stakeholders PoC success criteria are met
- PoC presentation(s) with stakeholder groups
- PoC final presentation with Power Sponsor
- PoC final report
- Support PS with SoW definition
**5. Commercial Close**
- Influence requirements for RFI / RFP
- Prepare response and submit technical RFx proposal
**Technical Knowledge & Requirements**:
- 3+ years’ experience in a technical pre-sales role
- TCP Fundamentals
- Routing & Switching Core Concepts
- Virtualization
- Software Defined Networks & SD-WAN
- Cloud Understanding
- Application Know How: Java,.Net, HTML
- Application Components: Websphere, Weblogic
- Understanding of Performance Management techniques: SNMP, Flow, Packet Capture, WMI,JS Injection, etc
- Solid knowledge of enterprise datacenter and cloud architectures from an operational standpoint
- Strong Networking and Application background desired along with a working knowledge of Linux/Windows operating systems.
- Domain knowledge in a least two disciplines of Application Architectures & Performance Management or Network Infrastructure
- Trend analysis concepts
- Network infrastructure concepts
- Fault/Alert management concepts
**Human Skills and Abilities**:
- Experience in a technical pre-sales role, with a solid understanding of enterprise sales cycles and selling motions- Possess strong communication skills. Able to present both virtually and in-person, tell stories, win followers and translate complex technical designs to business outcome- A strong Project Manager, able to proactively manage multiple customer engagements in parallel- Be sales orientated, able to actively engage in negotiation, influence outcomes, close deals and win new business- Have a high trust factor, able to handle objections, questioning and counter statements- Be a solid team player, able to proactively support their stakeholders including sales, PS,support, PM’s, R&D and executives- Fluent in verbal and written in French and English language
MidSenior
- L1-AL1
About Riverbed:
With a 20-year history of innovation, Riverbed is agile, yet proven, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance While we are a ‘customer-first’ company, we are all about our people with a share
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