Riverbed Technology

• 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

• Drive measurable customer outcomes through disciplined program management • Ensure customers realize verified value from purchased solutions • Mobilize internal resources for effective cross-functional leadership • Identify risks early and build structured recovery plans

• Writing and maintaining complex PowerShell scripts and modules to automate repetitive administrative tasks (user provisioning, patching, backups) • Creating and optimizing scripts for configuration management, deployment pipelines (CI/CD), and system monitoring • Developing custom cmdlets and functions to extend PowerShell functionality for specific organizational needs • Developing Liquid templates to meet customer requirements in Runbooks • Integrating PowerShell scripts with Microsoft Azure (Azure PowerShell), Office 365, SharePoint, Active Directory, and other Microsoft services • Collaborating with DevOps, system administrators, and security teams to standardize automation practices and enforce compliance • Debugging and troubleshooting scripts, analysing errors, and ensuring idempotency and error handling • Documenting scripts, modules, and automation workflows for future maintenance and knowledge sharing • Implementing security best practices in scripts: credential management, secure string handling, and execution policy adherence • Monitoring and optimizing script performance, minimizing execution time, and reducing resource consumption • Staying current with PowerShell versions, new cmdlets, Desired State Configuration (DSC), and emerging automation tools (Azure Automation, Desired State Configuration)

• Drive consistent execution of core sales operations processes, monitor performance against key operating cadences, and ensure timely, accurate delivery of recurring business activities. • Support quarterly and annual sales planning processes through disciplined execution of coverage, quota, and operational workflows, ensuring alignment, accuracy, and timely delivery. • Own standard and ad hoc forecasting and reporting for the Americas and Federal geographies; improve forecast accuracy, reporting cadence, data integrity, and adoption of reporting outputs. • Act as the subject matter expert for Rules of Engagement, account coverage, and opportunity management processes; support disciplined account planning and close planning through clear process guidance and operational follow-through. • Refine, document, and continuously improve core sales processes to increase productivity, reduce friction, and ensure clear, scalable operating procedures across the sales organization. • Support quota setting and compensation administration through accurate documentation, system updates in Salesforce (SFDC), and timely communication of approved changes to the Commissions team.

• Accountable for ensuring customers realize verified value from the Aternity platform • Serve as the central point of coordination and leadership for customer outcomes—translating business objectives into structured success plans • Proactively manage risk, and mobilize internal teams to drive adoption, retention, and growth • Own customer retention, satisfaction, and expansion, driving long term value and partnership • Translate customer business goals into structured Success Plans with milestones, owners, timelines, and measurable outcomes • Guide customers through adoption and optimization of Aternity’s real user monitoring, application performance, and digital experience insights • Monitor customer health, adoption signals, and risk indicators; proactively build and execute Get Well Plans when needed • Lead executive level conversations with credibility, including value reviews and strategic roadmap alignment • Identify and mitigate risks early, escalating with clear context, impact, and recommended actions • Collaborate cross functionally with Sales, Product, Engineering, Support, and R&D to deliver a unified customer experience • Act as the voice of the customer, contributing insights and feedback that influence product direction and roadmap • Support renewal and growth motions by connecting usage, outcomes, and business value • Work remotely with occasional travel for strategic, high impact customer engagements

• drives measurable customer outcomes through disciplined program management of Success Plan and Get Well Plan execution • ensures customers realize verified value from the solutions they have purchased by orchestrating cross-functional resources • proactively identifying risks, escalating when necessary, and maintaining accountability to defined outcome objectives • serves as the central point of coordination, governance, and momentum to ensure customer success is intentional, measurable, and achieved

• Serve as the technical subject matter expert throughout the sales process • Owning and managing pre-sales activities like presentations and proof of concept projects • Collaborate with the Sales team and drive deeper into the account • Understand and document customer business & technical requirements • Build strong relationships with key contacts in the partner ecosystem

• Own and drive product strategy and roadmap for key areas of the Aternity Digital Employee Experience platform • Serve as a senior, customer-facing product leader, engaging directly with enterprise customers to gather insights, validate direction, and communicate roadmap and vision • Translate market, customer, and business needs into clear product priorities and requirements, balancing impact, feasibility, and time to value • Partner closely with engineering, data, and UX teams to guide execution while maintaining a strong focus on outcomes and differentiation • Lead outbound product activities such as roadmap presentations, customer workshops, analyst briefings, and collaboration with product marketing • Help shape the evolution of Aternity’s analytics and AI driven capabilities to deliver differentiated, meaningful insights

• Redefine and streamline Riverbed’s quote-to-cash processes, including Salesforce CPQ implementation. • Design solutions that maximize Salesforce CPQ best practices and out-of-the-box capabilities. • Develop and configure Salesforce solutions (Flows, Apex, Visualforce, triggers, integrations/Web Services) using OO design principles. • Partner cross-functionally to gather requirements, write functional/technical specs, and deliver automation and integrations. • Translate business needs into scalable configurations using Salesforce out-of-the-box features where possible. • Lead design workshops, requirements gathering, and user story development. • Define CPQ best practices for integrations, development, deployment, data integrity, and ongoing enhancements. • Evaluate managed packages, run proofs of concept, and coordinate with vendors/SMEs on required customizations. • Provide technical analysis and effort estimates; design, build, and implement CPQ customizations and integrations. • Build and maintain Salesforce CPQ DevOps/CI/CD pipelines. • Troubleshoot production issues (root-cause analysis), resolve user requests, and engage Salesforce Support as needed.

• Serve as the technical subject matter expert throughout the sales process • Owning and managing various pre-sales activities • Collaborate with the Sales team • Help to drive deeper & wider into the account • Understand and document customer business & technical requirements • Build strong relationships with key contacts in the partner ecosystem