Riverbed Technology

Marketing

• Develop and implement a comprehensive AMERICAS field marketing strategy to drive business growth within Named account enterprise organisations, aligning with company goals and objectives
• Oversee the creation and execution of marketing events and campaigns targeting named accounts
• Build and maintain a strong brand presence within the Americas market by working with brand teams, leveraging thought leadership, content creation, and advocacy programs
• Position the company as an industry leader in the Americas through digital and traditional channels, including events, webinars, and conferences
• Develop and oversee programs to generate demand, nurture prospects, and drive sales pipeline growth
• Collaborate with the sales team to ensure alignment of marketing and sales strategies, improving lead conversion rates and sales cycle efficiency
• Cultivate strong relationships with key stakeholders, Sales leadership, Marketing, and Channel teams
• Leverage data and analytics to refine marketing strategies, assess campaign effectiveness, lead management and maintain the scorecard to report on key performance metrics to leadership
• Collaborate closely with internal teams such as Sales, Product Marketing, Channel and broader marketing colleagues, to ensure cohesive messaging and approach across all Americas-focused initiatives
• Manage marketing budgets, ensuring efficient allocation of resources and maximizing return on investment

Director, Americas Field Marketing

Platform Engineer

• Design, build and maintain CI/CD pipelines using Jenkins
• Develop and maintain automation scripts in Python/Bash and, where applicable, Perl
• Manage, configure and troubleshoot systems based on Red Hat or RHEL-based distributions (e.g. CentOS, AlmaLinux)
• Build and maintain RPM packages
• Create and maintain Docker images to support application deployment
• Automate infrastructure provisioning using tools like Packer, Ansible and Terraform
• Monitor system performance, availability and security
• Collaborate with development, QA to support application development
• Implement best practices in terms of security, infrastructure as code, automation and configuration management

Designer

• Work on various storage protocols like iSCSI, FC and NFS across different enterprise level storage array and block and file storages with popular cloud service providers
• Design, implement, and unit test Edge computing product features, with end-to-end responsibility for feature success throughout the development lifecycle
• Troubleshoot, debug, and fix in market product capabilities
• Collaborate across Riverbed teams on various cross-product Steelcentral controller and SteelHead features and initiatives
• Work in an agile environment with a regular release cadence
• Work closely with the Riverbed engineering in Bangalore

Member of Technical Staff – System Design, Storage, Protocols, Filesystems, Virtualization

Manager

• Preparation of high volume renewal quotes for maintenance contracts within 90 - 120 days prior to expiration and book orders as they are received.
• Review and interpretation of contractual terms and conditions.
• Proposed creative deal structures and lead pricing negotiations.
• Validation of customer asset lists.
• Contact and follow-up with customers and partners to ensure timely maintenance renewal.
• Understand product, systems and processes to assist in selling maintenance renewals.
• Ensuring contractor/partner/customer awareness and understanding of applicable product elements.
• Assist customers with any product discrepancies in their install base to include license reconciliations and audits.
• Manage customer requests for contract merges, transfers and licenses purges.
• Field inbound calls from various sources and work to understand and satisfy the request.
• Partner with field sales to save any potentially lost maintenance renewal.
• Track contract non-renewal including reasons for cancellation.
• Prepare forecasts of maintenance renewal bookings within a 10% accuracy rate.
• Timely resolution of backlog in assigned territory.
• Collaborate with marketing, support, sales management, product management and account management to facilitate new programs, messages, campaigns, and offerings.
• Ensure reporting and communications is frequent and bi-directional.

Renewals Manager

Account Executive

• Responsible for new account development and managing existing named Civilian accounts.
• Maximizing high-value sales into federal accounts.
• Cross- and up-selling, closing new business, and building long-term relationships with Civilian Agencies.
• Position oneself as a thought leader and trusted advisor within assigned accounts.
• Lead a complex sales cycle, orchestrating and leveraging cross-functional teams.
• Successfully manage a multi-month sales process.

Enterprise Sales Executive

Solutions Engineer

• 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 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

• Lead, mentor, and develop a Solutions Engineering team comprised of Directors (first-line managers) and Solutions Engineers across the AMERICAS (US & Canada)
• Drive a culture of accountability, innovation, technical excellence, and customer empathy
• Build and execute the long-term technical sales strategy aligned with GTM, Product, and regional Sales leadership
• Partner with Sales to drive new business, expansion, and renewals across multiple segments
• Own metrics related to win rates, pipeline influence, technical validation cycles (POCs, pilots), and SE capacity planning
• Partner with Marketing and Enablement to deliver world-class demos, architectures, reference materials, and technical content
• Represent the SE organization in business planning, forecasting, and regional leadership reviews
• Introduce scalable processes around POCs, customer workshops, architecture reviews, and technical evaluations

Vice President, Solutions Engineering

• Maximize high-value sales into large enterprise accounts and across multiple sectors of industry
• Cross-and upselling, closing new business, and building long-term relationships
• Position oneself as a thought leader and trusted advisor within assigned strategic accounts
• Understanding your structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders
• Lead a complex sales cycle; orchestrating and leveraging cross-functional teams to ensure alignment throughout the sales journey
• Communicate and demonstrate the value of the Riverbed Platform, highlighting the ROI
• Implement and execute an effective account management strategy
• Tailoring a solution that aligns to account needs and goals