Federal Solutions Engineer - DOD

Riverbed Technology, Inc. Reston, VA
Company Overview

Riverbed solutions help companies transition from legacy hardware to a new software-defined and cloud-centric approach to networking and application delivery for the digital age. The Riverbed Application Performance Platform™ takes Riverbed's SD-WAN solution for agile networking that really works, and adds to this digital backbone industry-leading solutions for WAN optimization and hybrid networking, for branch IT orchestration, and for end-to-end visibility from device to cloud. All these solutions are integrated in a flexible, modular, digital architecture that delivers any apps, data and services from any public or private cloud across any network to any end-point, with the best possible user experience as determined by business policy. Riverbed is a pre-IPO opportunity with over $1 billion in revenue headquartered in San Francisco with branch offices around the globe.

About this Position

Title: Federal Solutions Engineer - DOD

Location: Reston, VA

We are seeking a Federal 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 for federal accounts – including technical presentations, demonstrations, and proof of concept projects.

* Collaborate with the Intel 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 Riverbed's relevance with customers by qualifying customer's needs, desired outcomes & benefits and positioning the breadth of the Riverbed Solution 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.

* Extensive IT experience; Strong knowledge in one (or more) of the following: Application Architectures & Performance Management; Storage & Infrastructure Management; and/or Network Infrastructure. Depth of operating knowledge across these areas may vary, but successful candidates will be able to describe and differentiate Riverbed solutions across the portfolio.

* Riverbed product experience plus relevant experience and/or in key competitor offerings in technological area of emphasis.

* Proven technical knowledge and consultative skills.

* 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.

* Understanding of Microsoft/Amazon cloud based platforms.

* Knowledge of hypervisor platforms (Hyper-V, VMWare, KVM) a plus.

* Advanced industry certifications (e.g. CCIE/CCDP, VTSP, AWS) desired.

* Resides in the targeted geography w/local relationships in both customers and partners support business.

* Excellent written and verbal communication, listening, negotiation and presentation skills.

* Able to travel 35% - 50% throughout targeted geography.

* Bachelor's degree in CS, EE or related area is preferred.

About Riverbed

If you are a high-achiever who wants to be part of a dynamically growing, billion dollar plus company, then you should look closely at Riverbed. We offer the rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications. The company has been recognized multiple years for attracting and retaining today's top talent as a great place to work by Glassdoor, Fortune magazine's 20 Great Workplaces in Tech and by numerous other publications. Learn more at 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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