Solutions Architect

2 weeks ago

Sydney, New South Wales, Australia Riverbed Technology Full time

Empower Digital Experiences

Riverbed Technology is a leader in AI observability, helping organizations optimize user experiences through AI automation for IT issue prevention, identification, and resolution. With over 20 years of experience in data collection and AI/ML, Riverbed's open AI-powered observability platform and solutions optimize digital experiences and improve IT efficiency.

Position

Title: Solutions Engineer, ANZ

Location: Remote/Home Office - Melbourne, Australia

Travel Requirements: Approximately 30 - 40%

Technology Specialization:

The Solutions Engineer will lead technical qualification, demonstration, and value illustration for the Riverbed Observability portfolio. Working closely with Sales, they will leverage technical understanding to evangelize products and solutions, accurately articulate business challenges, and play a pivotal role in achieving technical wins and deal closure.

Key Responsibilities

  • Collaborate with Sales to jointly own sales cycles, account plans, and opportunities.
  • Interface with internal stakeholders to deliver market demands from prospects and customers.
  • Support sales and marketing initiatives to grow and exceed regional goals.
  • Lead activities and outcomes across the Riverbed Presales stages: Discovery, Pitch, Demo, Proof, and Commercial Close.

Requirements

  • Multiple years' experience in a technical pre-sales role with a solid understanding of enterprise sales cycles and selling motion.
  • Domain knowledge in at least two disciplines: Application Architectures & Performance Management or Network Infrastructure.
  • Strong communication skills to present virtually and in-person, tell stories, and translate complex technical designs to business outcomes.
  • Solid knowledge of enterprise datacenter and cloud architectures from an operational standpoint.
  • A strong project manager able to proactively manage multiple customer engagements in parallel.
  • Sales-oriented with the ability to actively engage in negotiation, influence outcomes, close deals, and win new business.
  • A high trust factor to handle objections, questioning, and counter statements.
  • A solid team player able to proactively support stakeholders, including Sales, PS, Support, PMs, R&D, and Executive.

About Riverbed Technology

Riverbed is a 20-year-old company that has disrupted the market with differentiated solutions enabling customers to deliver secure, seamless digital experiences and accelerate enterprise performance. We are a customer-first company with a shared commitment to creating a global impact. We bring our best selves to work and pursue excellence, trust, and respect for one another. We welcome diversity and value transparency and open communication throughout the company.

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