Solutions Engineer, Commercial
Solutions Engineer, Commercial – Michigan
Job Locations: US-MI-Detroit
Req No.: 2018-4768
About this Position
Title: Solutions Engineer, Commercial
Location: Michigan (remote/home office)
We are seeking a Solutions Engineer for immediate hire. In this role you will function in a highly technical pre-sales environment, creating technical solutions to solve business problems for global enterprises.
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 and increase Riverbed’s relevance with customers by qualifying customers’ needs, desired outcomes & benefits and positioning the breadth of the Riverbed Solution portfolio in context to it.
Cross-sell/Up-sell: Identify and execute relevant sales plays, pipeline development initiatives and PS offerings.
Interface with Product Management to relay market demands from prospects/customers.
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.
Experience in a pre-sales role, with a deep understanding of enterprise sales cycles and various selling strategies.
Extensive IT experience; strong knowledge in one (or more) of the following: Application Architectures & Performance Management; Storage & Infrastructure Management; and/or Network Infrastructure. Depth of operating knowledge across these areas may vary, but successful candidates will be able to describe and differentiate Riverbed solutions across the portfolio.
Riverbed product experience plus relevant experience and/or in key competitor offerings in technological area of emphasis.
Proven technical knowledge and consultative skills.
Ability to understand complex technical and selling situations and the ability to solve the problem or solicit the required resources.
Demonstrated ability to implement, drive and track IT projects to successful closure.
Relevant competitive knowledge, including: industry, technologies and product offerings, evolving technologies, and threats.
Understanding of Microsoft/Amazon cloud-based platforms.
Knowledge of hypervisor platforms (Hyper-V, VMWare, KVM) a plus.
Advanced industry certifications (e.g., CCIE/CCDP, VTSP, AWS) desired.
Resides in the targeted geography w/ local relationships in both customers and partners support business.
Excellent written and verbal communication, listening, negotiation and presentation skills.
Able to travel 35% – 50% throughout targeted geography.
Bachelor’s degree in CS, EE or related area is preferred.
Computer & IT , Consulting , IT Consulting , Sales