Riverbed The Digital Performance Company is committed in our purpose of Advancing the Human Experience in the Digital World. Our Aternity division offers the most complete Digital Experience Management solution in the industry, helping to deliver a highly engaged, secure, and satisfying user experience. Our solution enables our customers to proactively monitor their networks & infrastructure, ensure excellent application performance for every app in their portfolio, and have deeper visibility into what the end user actually experiences on their device.
Riverbed is a pre-IPO opportunity with 30,000+ customers including 100% of the Forbes Global 100.
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About this Position
Title: Solutions Engineer, Digital Experience
Technology Specialization: Application Performance Management & End User Experience Monitoring
We are seeking a Solutions Engineer for immediate hire. In this role you will function in a highly technical pre-sales environment, creating technical solutions to solve business problems for global enterprises.
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.
Be a resource on all things APM (byte-code-instrumentation, EUE) for the larger Riverbed Performance Management team.
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 and increase Riverbeds relevance with customers by qualifying customers needs, desired outcomes & benefits and positioning the breadth of the Riverbed SteelCentral - APM portfolio in context to it.
Cross-sell / Up-sell: Identify and execute relevant sales plays, pipeline development initiatives and PS offerings.
Interface with Product Management to relay market demands from prospects/customers.
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.
Experience in a pre-sales role, with a deep understanding of enterprise sales cycles and various selling strategies.
Proven consultative skills from prior performance engineering engagements in presales or professional services.
Ability to understand complex technical and selling situations and the ability to solve the problem or solicit the required resources.
Demonstrated ability to implement, drive and track IT projects to successful closure.
Relevant competitive knowledge, including: industry, technologies and product offerings, evolving technologies, and threats.
Excellent written and verbal communication, listening, negotiation and presentation skills.
Outgoing personality and passionate about technical sales and working with customers.
Able to travel 35% - 50% - traveling primarily in the greater NYC metro area but also in other parts of North America as required.
Bachelors degree in CS, EE or related area is preferred.
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.
Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws.
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TAGS: Application Performance Management, Application Performance Monitoring, APM, End User Experience, EUEM, EUE, Digital Performance Management, java performance monitoring, j2ee performance monitoring, .net performance monitoring