Solutions Engineer, Australia - Federal & Defence

Riverbed

  • Canberra, ACT
  • Permanent
  • Full-time
  • 22 days ago
Riverbed. Empower the ExperienceRiverbed, the leader in AI observability, helps organizations optimize their user’s experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed’s open and AI-powered observability platform and solutions optimize digital experiences and greatly improves IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with our thousands of market-leading customers globally – including 95% of the FORTUNE 100 – we are empowering next-generation digital experiences.PositionTitle: Solutions Engineer, Federal & DefenceLocation: Canberra AustraliaSecurity Clearance: NV1 required; NV2 preferredThe Solutions Engineer is responsible for leading technical qualification, demonstration and value illustration for the . Working closely alongside our strategic sellers, the Solutions Engineer will leverage their technical understanding to evangelize our products and solutions, accurately articulate our ability to address business challenges and play a pivotal role in achieving technical wins and deal closure.What you will do
  • 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.
  • 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 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.
What makes you an ideal candidate
  • Multiple years' Experience in a technical pre-sales role, with a solid understanding of enterprise sales cycles and selling motion.
  • Experience supporting the Federal market space with a focus on Defence accounts experience
  • Domain knowledge in a least two disciplines of Network Observability, ITIM, Application Acceleration, AIOps, Automation, and/or Digital Experience.
  • 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, Applications
  • Strong communication Able to present both virtually and in-person, tell stories, win followers and translate complex technical designs to business outcome
  • Have 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
  • Be sales orientated, able to actively engage in negotiation, influence outcomes, close deals and win new business
  • Have a high trust factor, able to handle objections, questioning and counter statement
  • Be a solid team player, able to proactively support their stakeholders including sales, PS, support, PM’s, R&D and executive
  • A NV1 security clearance or higher.
What we offerOur employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees.Benefits & Perks vary by Country.About RiverbedWith a 20-year history of innovation, Riverbed is agile, yet proven, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance While we are a ‘customer-first’ company, we are all about our people 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 and encourage 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 wellbeing. We are 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.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.Check us out on:@LifeAtRiverbedTags#LI-MB4

Riverbed