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  • Posted: Jan 21, 2022
    Deadline: Not specified
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  • Riverbed is the leader in Application Performance Infrastructure, delivering the most complete platform for Location-Independent Computing for 25,000+ customers globally. Learn more at www.riverbed.com. With us, IT can ensure applications and data are always available and performance issues are taken care of proactively. Location and distance are no longer g...
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    Solutions Engineer South Africa

    About this Position

    TITLEPre Sales Solutions Engineer 

    LOCATION: South Africa 

    • Account & Territory DevelopmentCollaborate 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

    Resource Management:

    • 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

    Opportunity Management

    • 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

    Technical/Business Knowledge

    • Extensive IT experience; Domain knowledge in a least two disciplines of Application Architectures & Performance 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.

    Method of Application

    Interested and qualified? Go to Riverbed Technology on careers.riverbed.com to apply

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