Careers at Bivio
Bivio Networks maintains a small company atmosphere and casual environment important to employees while encouraging their outstanding ability to produce some of the most innovative, "best of class" technology in the telecommunication and network industries. Our location in Pleasanton, California offers a beautiful East Bay location with excellent housing, educational, shopping and entertainment opportunities for individuals and families.
Job Applicants
Submit your resume to biv-jobs1@bivio.net. You will be contacted by our Staffing Department within approximately 7-10 days if your experience/skillset fits any current employment needs, and a phone screen or onsite interview is desired. Resumes remain active for six months for potential matches to future openings.
Attention Agencies/Recruiters:
If you are interested in being considered for our next agency review, please send your company contact information to biv-jobs1@bivio.net (place your agency name in the Subject line). Do not submit unsolicited resumes or contact company personnel unless an approved vendor contract is on file.
Bivio Networks Job Listings:
Title: Sales Manager, Eastern Region
Area: Washington DC/Boston Area
Job Summary
Sales Leader for aggressively expanding Bivio customer base by recruiting and ramping new OEM partners as well as some existing OEM accounts. Will be responsible for an annual booking/revenue with significant growth in subsequent years. Develop and execute sales strategy and tactics that maximize Bivio design win and revenue opportunities. Along with sales engagement and execution, this position is responsible for accurate forecasting. Direct customer contact will comprise a major portion of this assignment. Must have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process and drive OEM revenue to goal. Although a portion of the target OEM partners may be located in the Washington DC area, regional and national travel is also required. Must be able to lead a cross-functional team, with both direct and indirect reports. Should have a good understanding of network computing requirements and a basic to advanced understanding of security, traffic management, and other network applications.
Job Responsibilities
- Identify and engage with potential OEM customers in targeted market segments.
- Pre-qualify potential customers and build PIPELINE of opportunities.
- Establish sales strategy and coordinates overall account activity and tactics to drive OEM commit.
- Lead customer engagement effort and manage customer communication.
- Provide regular updates to management on opportunities, barriers, and resources required to close business.
- Lead overall Bivio effort to support successful launch of OEM projects.
- Drive timely and accurate forecasting with OEM and supply chain.
- Ensure customer satisfaction and loyalty.
- Lead overall business engagement including revenue outlook and revenue goal attainment.
Required Knowledge/Skills
- 7 – 10 years of successful technical sales in either OEM or large enterprise accounts.
- Specific knowledge of networking and computer platforms and applications.
- Track record of driving customer design wins with new projects in emerging markets.
- Proven capability to meet and overachieve revenue goal with year over year growth.
- Ability to sell leading edge technology competing with lower priced commodity products.
- Extremely strong verbal/written/presentation and interpersonal communication skills.
- Ability to lead and coordinate internal teams.
- Proven track record in prospecting, replacing an incumbent, and protecting the installed base.
Experience/Education
- BA/BS/MBA in technical field preferred.
- Minimum 7 years of experience as part of sales team.
- Minimum 5 years experience leading large, complex sales effort to large commercial or government accounts.
Preferred Experience/Skills
- Selling platforms or appliances to ISV’s or OEM partners.
- Sales to or with security, traffic management, or other network application-based solutions.
- Business development in data networking market with strategic OEM partners.
- Overall, must be aggressive self-starter with proven ability to build executive relationships, articulate product and business strategies, create the demand and close deals.
- Demonstrated knowledge of working with complex technical accounts, including calls on key decision makers, and all other technical and business influencers required.
- The ability to negotiate solutions to issues with peers, partners and customers using a Win/Win philosophy required.
- Must understand industry technology trends and have keen ability to position "end to end" solutions, articulating primary vendor strategies to senior customer executives. Proven track record in prospecting, replacing an incumbent, and protecting the installed base is essential.
- Demonstrated knowledge of a process for managing a large account, including forecasting, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management essential.
- Strong technical and business knowledge with complimentary skills to understand the customer's business drivers and align to Bivio solution.
- Experience in engaging resources including Product Marketing and Engineering to creatively address customer issues and drive sales.
Bivio Networks Offers Excellent Compensation & Benefits
Title: Sales Engineer, Western Region
Area: Pleasanton or San Mateo , CA
Job Summary
The Bivio product has cutting edge network appliance architecture. The Sales Engineer is responsible for working with the sales team to identify, qualify, and close new accounts. The ideal candidate is a seasoned technical sales professional with an established record of qualifying and closing complex deals. Customer references may be requested.
The candidate must be able to position Bivio’s product portfolio against the needs of our potential customers, selling current and new features and identifying product/portfolio gaps. They must be able to qualify potential customers based on technical requirements; knowing when to engage for further discussion. They must help close deals by working closely with key technical decision makers to complete validation and obtain their recommendation. Finally, they must successfully transition all technical issues to the sustaining technical team for project implementation. The position also has a secondary technical marketing function.
Responsibilities
- Identifies, qualifies, and closes new accounts
- Primary responsibility in pre-sales stage, with backup support function in post-sales (evaluation and production stages)
- With customers, collaboratively designs architectural network framework for potential partnership (deployment) scenarios
- Works trade shows, answering technical questions from potential customers and partners
- Develops technical marketing collateral
- Develops training presentations and performance white papers
- Serve as internal advocate for customers within other functional departments
- Informs Product Marketing, Engineering, and Sales on customers’ current and future product feature requests and issues.
- Informs and coordinates with Quality Assurance & Engineering teams on significant problems of a technical and/or design nature that become apparent in dealing with resellers and customers.
- Perform technical training for mixed audiences of marketing, support, and engineering staff
Required Skills
- Outstanding verbal, written and interpersonal communication skills
- Proven track record of closing deals
- Proven track record of high customer satisfaction
- Strong IP networking knowledge
- Experience with Linux and/or other UNIX operating systems
- Experience with applications on both Intel and PowerPC environments
- Knowledge of network security technologies
- Working knowledge of configuration and use of networking appliances
- In depth knowledge of network design / deployment techniques
- Flexible and extended work hours as needed to engage customers and close issues
- Travel approximately 30-40% of time
- Five-years experience with technical support in networking field
Desirable Skills
- Experience with Intrusion detection and prevention software technologies
- Experience with Firewall/NAT/VPN software technologies
- Experience with VoIP
- Experience with Lawful Intercept
- Experience with Enterprise Traffic Management
Required Experience/Education
- BS / BA in related field
- 5 years + experience in networking field
Bivio Networks Offers Excellent Compensation & Benefits
Submit your resume to biv-jobs1@bivio.net.
