Solutions Engineer. Germany

Overview

Riverbed, the leader in AI observability, helps organizations optimize user experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. Riverbed’s AI-powered observability platform and Acceleration solutions support fast, secure delivery of apps and digital experiences. Location: Germany. Technology Specialization: Network Observability, Application Observability, and/or Digital Experience.

Position
Title: Solutions Engineer
Location: Germany
Technology Specialization: Network Observability, Application Observability, and/or Digital Experience

Responsibilities

• Serve as the technical subject matter expert throughout the sales process, owning and managing 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.
• Drive deeper engagement within the account by identifying requirements for additional resources from other departments, customer alternatives, and potential internal sponsors.
• Understand and document customer business and technical requirements and use them to create value-based proposals that address business drivers and pain points, guiding the technical sales cycle toward a technical close and business win.
• Build strong relationships with key contacts in the partner ecosystem. Work with Channel Sales to develop and enable partners to help drive opportunities to technical close.

Ideal Candidate

• Multiple years of experience in a technical pre-sales role with a solid understanding of enterprise sales cycles and selling motions.
• Domain knowledge in at least two disciplines of AIOps, Digital Experience, Cloud Observability, Network Observability, Infrastructure Observability, and/or Application Observability.
• Strong understanding of Networking and/or Observability and related technologies (e.g., SNMP, Flow, Packet Capture, TCP Fundamentals, Routing & Switching, Virtualization, SD-WAN, Cloud environments, Applications).
• Excellent communication skills; able to present virtually and in-person, tell stories, influence stakeholders, and translate complex technical designs into business outcomes.
• Solid knowledge of enterprise data center and cloud architectures from an operational standpoint.
• Strong project management skills to proactively manage multiple customer engagements in parallel.
• Sales-oriented with ability to engage in negotiation, influence outcomes, close deals and win new business.
• High trust factor with ability to handle objections and counter statements.
• Team player who supports stakeholders including sales, Professional Services, support, project managers, R&D, and executives.
• Fluency in German and English.

What We Offer

Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Global employee wellness programs support physical, emotional, and financial well-being. Benefits and perks vary by country.

About Riverbed

With a 20-year history of innovation, Riverbed is agile and proven, disrupting the market with differentiated solutions that enable customers to deliver secure, seamless digital experiences and accelerate enterprise performance. We are a customer-first company committed to people, transparency, inclusion, and well-being. We strive to be an inclusive, fair, and enjoyable workplace and care about our communities.

Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal opportunities to all employees and applicants without regard to race, color, religion, sex, gender, sexual orientation, gender identity, national origin, age, disability, pregnancy or other protected statuses in accordance with applicable laws.

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