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.
About this Position
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
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 echo system 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, Storage & 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.
“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.”
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