Senior Director, Public Sector Solutions Engineering

Job Description

Company Overview

Riverbed enables organizations to maximize performance and visibility for networks and applications, so they can overcome complexity and fully capitalize on their digital and cloud investments. The Riverbed Network and Application Performance Platform enables organizations to visualize, optimize, remediate and accelerate the performance of any network for any application. The platform addresses performance and visibility holistically with best-in-class WAN optimization, network performance management (NPM), application acceleration (including Office 365, SaaS, client and cloud acceleration), and enterprise-grade SD-WAN. Riverbed’s 30,000+ customers include 99% of the Fortune 100.

About this Position

TITLE: Senior Director, Public Sector Solutions Engineering LOCATION: Reston, VA

Position Overview:

An exciting, challenging, and visible position within Riverbed’s organization, this dynamic role will allow the successful candidate to use their technical, analytical, and management skills. The successful candidate will work closely with sales management, technical leadership, and cross-functionally within Riverbed to drive revenue by ensuring that the team is well prepared to offer Solutions Engineering and pre-sales services, influencing the development of solutions and helping to define pre- and post-sales programs and services to ensure sales and customer success.

Riverbed is seeking an experienced, knowledgeable, and self-motivated senior leader with in-depth knowledge of how to run a successful Solutions Engineering team. This individual will work closely with the BU Public Sector management team to ensure engagements are appropriately resourced and optimized for producing multi-product and multi-year solutions revenue. Candidate must have proven exceptional collaboration skills at fostering with his/her sales peers, complete alignment on strategic and tactical execution between Riverbed’s solutions engineering, sales, marketing and product management teams.

This key individual’s responsibilities include strategic planning for the Public Sector Solutions Engineering organization in an environment with continuing development of world-class solution selling capabilities, driving increased revenue, and representing sales and customers’ interests cross-functionally within Riverbed.

Responsibilities:

Recruiting:

• Recruit Solution Engineers who are business and technical experts with multi-year / multi-product enterprise sales experience.
• Recruit proactive prospective sellers who partner with Sales Executives on joint ownership of the sales pitch and account plan.

Organization/Team:

• Complete ownership for planning, initiating, evangelizing and driving the transformation of the Public Sector Solution Engineering organization to be a pro-active technical architectural team selling the complete Riverbed solutions portfolio.
• Transform Public Sector Solution Engineer team to highly technical team of selling achievers.
• Advise Riverbed product teams on product design, features and support offerings in an effective/impactful manner due to possessing an innate technical aptitude and being an internal influencer.
• Active participant with Global Sales leadership on annual strategic sales planning. Monitor quarterly Sales and Solution Engineering field leadership tracking to plan goals and progress on shared accountability.
• Foster team success and develop/promote the top/best Solution Engineers.
• Develop programs and tools to enhance the effectiveness and efficiencies of the Solutions Engineering organization to enable it to quickly scale in the fast-growing environment.

Partnering:

• Partner with the Sales Enablement team to build and perfect a world-class solutions content training and development program in support of Riverbed multi-product / multi-year solution selling.
• Work in partnership with Public Sector Sales leadership to develop the technical aspect of the go-to-market strategy for the company and ensure the Solutions Engineering organization is equipped and prepared to achieve the sales goals.
• Ensure Sales Enablement educational training and developmental programs are effective with growing the knowledge base of the Solutions Engineering field staff. A critical success measurement is achieving ongoing knowledge sharing between worldwide field staff to build the future Riverbed Solution Engineering organization.
• Drive joint account plan ownership behaviors between global and/ company leadership (Americas, APJ, EMEA) and Public Sector Solution Engineering field teams.

Relationship Building & Customer Facing:

• Build strong relationships with worldwide Solutions Engineers. Represent the team’s interests at the global, SVP, and executive level, demonstrating being a high impact technical sales leader.
• Create an atmosphere in which timely and high-quality information flows smoothly between corporate, sales, product management, and engineer employees.
• Take an active and visible role with large clients and opportunities. Be highly “customer facing”.
• Act as an expert sales presenter and influencer on C-Level sales calls when needed to win large deals.

Qualifications

Communication Skills:

• Experience being an expert with email, presentations, live and in small/large gatherings and is able to utilize social media, participate and speak at conferences and related technology industry platforms to evangelize impactful communicator the Riverbed vision.
• Strong presentation skills and the ability to discuss both business and technology issues relating to business application delivery across the distributed enterprise with customer executive leadership.
• Entrepreneurial high-energy leader with a strong presence and outstanding written and verbal communications skills to introduce and influence others on new ways of thinking about tactical and strategic sales execution.
• Excellent active listening, willingness to express ideals, negotiation, and presentation skills are required.
• Effective communicator with the ability to understand and be conversant about the company; its solutions; and product strengths, weaknesses, opportunities, and threats.

Business Acumen:

• Innate technical aptitude and internal influencer who can advise Riverbed product teams on product design, features and support offerings in an effective/impactful manner.
• Possess an astute business mind able to act as a client problem-solver on actionable improvements to Riverbed solutions technical obstacles and/or competitor advantages.
• Demonstrated clear understanding of selling cycles, selling strategies, and the skills and responsibilities of a Pre-Sales/Solutions Engineering team, with an in-depth understanding and experience in management of all aspects of sales support processes.
• Technical knowledge beyond reproach, with an ability to effectively collaborate with Engineering, Sales, and Product Management.
• A proven track record of managing high-level customer relationships, leading a high-performance team, and creating and implementing a strategic vision for a Solutions Engineering organization is a must.
• Possess a mix of both large and fast-growth company experience, with the processes and discipline gained from a large company, but with the entrepreneurial and hands-on attitude from a growing environment.
• Organizational Skills:
• Demonstrated experience leading and scaling a Pre-Sales/Solutions Engineering organization for an appropriate technology company. Proven success acting as an organizational change agent with the adoption of new selling approaches and multi-year selling.
• Ability to quickly assess the existing team to identify specific organizational needs and talent opportunities, discern coaching and mentoring opportunities, and implement the optimal leadership and organizational changes necessary to effectively deliver against Riverbed’s product and technology plans.
• Ability to be a high impact technical sales leader who builds strong relationships with worldwide Solutions Engineers. Represent the team’s interests at the global, SVP, and executive level.
• Ability to reprioritize regular work routines in order to accommodate immediate needs to the business and be responsible to drive specific assignments or projects to challenge direct reports and stretch their abilities.
• Ability to recruit, motivate, and develop high performance individuals.
• Ability to prioritize and know when to “drill down” on an issue and when time should be focused elsewhere. In addition, this person will be able to impart the ability to prioritize to the broader System Engineering organization.
• “Out-of-the-box” innovator when encountering business obstacles to established plans, product or version delays, technical problems and/or customer demands.

About Riverbed

Riverbed offers a rewarding experience of working with the best minds in the industry, delivering exceptional network performance and visibility for any application. We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments. We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers.

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:www.riverbed.com@LifeAtRiverbed

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