Solutions Engineer, Federal

About Riverbed

Riverbed, the leader in AIOps for observability, helps organizations optimize their users’ experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed’s open and AI-powered observability platform and solutions optimize digital experiences and greatly improve IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere.

Together with our thousands of market‑leading customers globally – including 95% of the FORTUNE 100 – we are empowering next‑generation digital experiences. Learn more at

Position

Title: Solutions Engineer, Federal

Location: Washington DC Metro Area (Northern Virginia) or Tampa, Florida

Clearance Level: Top Secret

Technology Specialization: Digital Employee Experience (Observability)

Riverbed is seeking a highly technical, customer‑facing Solutions Engineer to support enterprise sales efforts throughout the DoD. The role partners closely with our Major Account Executives to drive technical strategy, demonstrate product value, and guide customers through complex evaluation deployments.

What you will do

• 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.

What makes you an ideal candidate

• 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.

What we offer

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well‑being of our employees.

Benefits & Perks vary by Country.

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.