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    Technical Business Development Manager

    Riverbed Technology, Inc.
    Reston, VA 20190
    Full-time, Part-time
    Refer friends, get paid!

    Job Description

    Job Description

    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.

    Title: Technical Business Development Manager (supporting Public Sector Business Development Team)

    Location: Washington DC Area


    We are seeking a Technical Business Development Manager for immediate hire. The successful candidate must be comfortable both in a highly technical pre-sales environment, and in a strategic relationship building/partnering environment with our partners (Sis, SPs, and Technical alliances like Microsoft). Responsibilities include identifying and developing services based solution architectures and programs, technical training, integration into complex environments, and supporting initial program deployments. The service solutions include assessment, managed service, and internal use programs with our partners.

    This position will principally support technical enablement of our partners in the Americas Public Sector. A seasoned technical resource is required with a broad set of skills ranging from deep technical expertise to the business level acumen necessary to work within the constructs of our partners. The successful candidate will understand the business value of technology and be able to present concepts at CxO level while being able to readily address technology issues in detail to partner technologists and solutions designers. The position also encompasses the development of programs enabling partners to establish services based on Riverbed’s extensive solutions as well as selling Riverbed solutions to the service providers for their own internal use.

    Roles and responsibilities
    Services & Technical Development

    • Enable partners to develop, launch, and support Riverbed based services
    • Provide intensive pre- and post-sales technical consulting
    • Define & deliver formal and informal technical training sessions
    • Develop and own SME (Subject Matter Expert) engagement plans
    • Establish and maintain technical expertise on current and developing Riverbed products and technology
    • Lead and manage responses to RFx documents (formal and informal) requests for information, proposals, etc.
    • Become the primary technical interface between Riverbed and our large partner community, becoming THE trusted advisor
    • Constantly seek ways to improve Riverbed products, technologies, and processes to best support our partners’ initiatives
    • Support Internal Technology Events (Tradeshows)
    • Deliver roadmap presentations


    Technical Business Development

    • Identify new business opportunities and define joint solutions
    • Expand Riverbed presence beyond Networking into Performance Management, Cloud, Hosting, Storage, Branch Office IT and Mobility practices, developing expertise in all areasExecute new business initiatives to produce incremental revenue streams
    • Help develop Riverbed enabled services / practices within alliance partners
    • Technically manage strategic alliances formed to assure significant revenue growth

    Help develop collateral material in cooperation with marketing

    • Practice Briefs (e.g., Managed Network and Application Performance Monitoring Services, Application Performance Assessments, Cloud Application Visibility)
    • Riverbed Evaluation / POC Guidelines and Processes
    • Create and nurture internal relationships within strategic partners to assure effective positioning of Riverbed solutions
    • Help identify, drive, and sell internal opportunities within each strategic partners
    • Understand corporate organizational & political relationships

    Technical Sales Engagement

    • Drive revenue through increased adoption of Riverbed products and solutions within the assigned partners
    • Opportunity follow-up and assistance in uncovering new sales opportunities
    • Assist partners with complex bid response
    • Promote selling of Riverbed based on value propositions, competitive differentiators, and advantages
    • Identify, qualify, and provide initial recommendations and scoping for new sales opportunities before engaging Riverbed account teams
    • Operate in a Riverbed facing role liaising between partners and Riverbed Sales, Sales Engineering, Sales Ops, Professional Services, etc.
    • Manage mapping of Riverbed technical executives with partner counterparts
    • Provide oversight, guidance, and assistance during the sales process to ensure success and revenue attainment


    • 10+ years in the industry with a variety of roles
    • Experience working in or with large service providers
    • Experience in channel sales support
    • History of deep technical expertise in one or more: Networking, Virtualization, Data Center design, Network and Application Performance Monitoring, Cloud application delivery
    • Relevant certifications and/or equivalent experience demonstrating expertise in at least one of the areas above
    • Background in Sales Engineering or an equivalent “customer facing” position
    • Prior experience in large scale technical solutions development & delivery programs
    • Excellent communication / presentation skills (from engineers, and architects to C-level executives)
    • Must be highly organized and self-motivated
    • Must be willing to take ownership of complex tasks
    • Can work across organizational boundaries and willingness to perform activities outside of the traditional role
    • Understand the culture of large strategic partners
    • Willing to travel, work odd hours, and be generally available
    • BS/BA in relevant field (CS, EE, MIS) or equivalent experience


    • Experience with and demonstrated understanding of the business and technical needs of large service providers
    • Proven knowledge of network and application performance, optimization and acceleration technologies, virtualization, and software defined networking
    • Strong networking, switching, and routing background (L2 - 7)
    • In-depth knowledge of TCP/IP; experience with MPLS, OSPF, BGP a plus
    • Familiarity with NFV & SDN concepts
    • Familiarity with cloud application delivery via hybrid networks
    • Familiarity with the concepts of next-generation monitoring solutions
    • Ability to identify application delivery issues from analyzing packet captures
    • Understanding of application architectures used by large enterprise organizations
    • Hands-on troubleshooting, configuration, and implementation
    • Familiarity with or certification in ITIL, Agile, Six Sigma or related service development programs

    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.


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    TAGS: WAN edge, WAN edge infrastructure, hybrid WAN, software-defined WAN, software defined networking, SD-WAN, SDN, NFV, network functions virtualization, wan optimization, wan optimisation, wan acceleration, application acceleration, network optimization, cloud networking, NPM, network performance management, network performance monitoring, packet capture, packet analysis, deep packet inspection, network traffic analysis, network monitoring, netflow, CCIE, CCNA, routing protocols, BGP, OSPF, network design, TCP/IP, MPLS, SNMP, LAN, WAN, network architecture, network troubleshooting, routing, switching

    Posting ID: 601556285Posted: 2021-01-27