Solutions Architect

6 days ago

Sydney, New South Wales, Australia Riverbed Technology Full time
Unlock Digital Experiences with Riverbed

Riverbed, the pioneer in AI observability, empowers organizations to optimize user experiences by leveraging AI automation for IT issue prevention, identification, and resolution. With over 20 years of experience in data collection and AI, Riverbed's open and AI-powered observability platform optimizes digital experiences and boosts IT efficiency.

Position Overview

Title: Solutions Engineer, ANZ

Location: Remote/Home Office - Melbourne, Australia

Travel Requirements: Approximately %

Technology Specialization:

The Solutions Engineer plays a pivotal role in leading technical qualification, demonstration, and value illustration for the Riverbed Observability portfolio. Collaborating closely with Sales, they will leverage technical expertise to evangelize our products and solutions, accurately articulate our ability to address business challenges, and drive technical wins and deal closure.

Key Responsibilities
  • Collaborate with the Sales team to jointly own sales cycles, account plans, and opportunities.
  • Interface with internal stakeholders, including Product, Engineering, Professional Services, Channel, and Technical teams, to deliver market demands from prospects and customers.
  • Support sales and marketing initiatives to grow and exceed regional goals, including marketing events, tradeshows, exhibitions, user groups, and more.
  • 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 of Application Architectures & Performance Management or Network Infrastructure.
  • A strong understanding of Networking and/or Observability and related technologies, such as SNMP, Flow, Packet Capture, TCP Fundamentals, Routing & Switching, Virtualization, SD-WAN, Cloud environments, and Applications.
  • Strong communication skills, able to present virtually and in-person, tell stories, win followers, 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, able to actively engage in negotiation, influence outcomes, close deals, and win new business.
  • A high trust factor, able 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.
What We Offer

Riverbed's employee benefits, including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives, are just a few reasons why we attract top talent. Our global employee wellness programs support the physical, emotional, and financial well-being of our employees.

Benefits and Perks vary by Country.

About Riverbed

Riverbed is a 20-year innovator, disrupting the market with differentiated solutions that enable customers to deliver secure, seamless digital experiences and accelerate enterprise performance. We're a customer-first company, committed to creating a global impact. We welcome diversity and value transparency and open communication throughout the company. We strive to be an inclusive, fair, and enjoyable workplace for our people globally and care about their well-being. We're committed to our people, partners, and customers while supporting the communities where we work and live. It's the Power of WE that binds us together.

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