Solutions Engineer (TS/SCI FSP) – Intelligence Community

About the role

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

Responsibilities

• Serve as the technical subject matter expert throughout the sales process.
• Own and manage 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.
• Drive deeper and wider into accounts by identifying requirements for additional resources, customer alternatives, and potential internal sponsors.
• Understand and document customer business and technical requirements, creating value-based proposals that address business drivers and pain points to guide the technical sales cycle toward closure.
• Build and increase Riverbed’s relevance with customers by qualifying their needs, desired outcomes, and benefits, positioning the breadth of the Riverbed Solution portfolio in context.

Requirements

• 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 in one or more of the following: AIOps, Digital Employee Experience, Infrastructure Observability, Network Observability, Cloud Observability, and/or Application Observability.
• Relevant competitive knowledge, including industry technologies, product offerings, evolving technologies, and threats.
• Ability to understand complex technical and selling situations and solve problems or solicit required resources.
• Demonstrated ability to implement, drive, and track IT projects to successful closure.
• Active TS/SCI Fullscope Polygraph clearance.

Benefits

Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Global employee wellness programs support the physical, emotional, and financial well-being of our employees. Benefits and perks vary by country.

About Riverbed

With a 20-year history of innovation, Riverbed is agile and proven, disrupting the market with differentiated solutions that help customers deliver secure, seamless digital experiences and accelerate enterprise performance. We are customer-first, listening and acting with urgency to solve real problems and earn trust daily. We pair bold ideas with operational efficiency, simplifying how we work and focusing on what matters most. Fueled by a will to win, we set ambitious goals, hold ourselves accountable, and raise the bar through measurable outcomes. At the center of it all are our people, bringing their best selves to work with a shared commitment to excellence, transparency, and open communication.

Location: Washington DC Metro Area (Northern Virginia)
Technology Specialization: Digital Employee Experience (Observability)