Lead Solutions Engineer

Riverbed Technology

Solutions Engineer supporting enterprise sales efforts throughout the DoD at Riverbed. Acting as technical subject matter expert in the sales process for observability solutions.

Posted 6/13/2026full-timeWashington DC • District of Columbia, Virginia, Washington • 🇺🇸 United StatesSeniorWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

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 customer’s needs, desired outcomes & benefits and positioning the breadth of the Riverbed Solution portfolio in context to it

Requirements

What you’ll need

Multiple years’ experience supporting DOD/IC agencies
Experience in a pre-sales role, with a deep understanding of enterprise sales cycles and various selling strategies
Strong technical knowledge, with experience in one - or more - of the following: AIOps, Digital Employee Experience, Infrastructure Observability, Network Observability, Cloud Observability, and/or Application Observability
Relevant competitive knowledge – i.e., industry, technologies and product offerings, evolving technologies, and threats
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
Active Top Secret clearance

Benefits

Comp & perks

flexible workplace policies
employee resource groups
learning and development resources
career progression pathways
community engagement initiatives
global employee wellness programs

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

AIOpsDigital Employee ExperienceInfrastructure ObservabilityNetwork ObservabilityCloud ObservabilityApplication Observabilitytechnical presentationsproof of concept projectsenterprise sales cyclesselling strategies

Soft Skills

collaborationproblem-solvingcommunicationcustomer needs assessmentproposal developmentproject managementtechnical expertiserelationship buildingstrategic thinkingaccount management

Certifications

Top Secret clearance