Commercial Channel Director - GTM

US-San Francisco
Req No.
2017-3894
Category
Sales

Company Overview

Riverbed solutions help companies transition from legacy hardware to a new software-defined and cloud-centric approach to networking and application delivery for the digital age. The Riverbed Application Performance Platform™ takes Riverbed’s SD-WAN solution for agile networking that really works, and adds to this digital backbone industry-leading solutions for WAN optimization and hybrid networking, for branch IT orchestration, and for end-to-end visibility from device to cloud. All these solutions are integrated in a flexible, modular, digital architecture that delivers any apps, data and services from any public or private cloud across any network to any end-point, with the best possible user experience as determined by business policy.

 

Riverbed is a pre-IPO opportunity with over $1 billion in revenue headquartered in San Francisco with branch offices around the globe.

About this Position

Director, Commercial Channel – Go-to-Market

 

 

Position Overview:

 

The Commercial Go-To-Market (GTM) Director will report to the Vice President, Global Commercial Sales. We are seeking a results-oriented individual that will have an integral role in the development, execution, and support, of Commercial offers with the business units and Marketing. This person will work internally to identify processes that require re-engineering to meet the needs of the Commercial velocity and volume business. The ideal candidate excels at building relationships and credibility across diverse groups, is a self-starter with strong initiative, excels at verbal and written communications, and has a strong ability to drive, collaborate and manage a wide range of initiatives across corporate functions.

This position is Bay Area based in the San Francisco office.

 

 

 

Responsibilities:

  • This sales role is responsible for managing and identification of new solutions (SaaS, license, services, resale, embedded or MS) that fit the requirements of Commercial customers and drive the greatest revenue, working with Product Marketing/BU’s and the field sales and SE’s to vet, prioritize, and commit.
  • Act as the sales representative back into Marketing, Channels and product marketing to ensure that GTM processes, and programs are in motion to drive awareness and scale demand with partners and customers.
  • Champion change, working internally to identify processes that require re-engineering to meet the needs of the Commercial velocity and volume business (example: quote to order process, scalable demos, solution development, etc.)
  • Manage and bring to sales and partners a unique set of “offers” for Commercial customers working with Product Marketing and Marketing Programs team
  • Lead a cross functional team, defining business requirements and alignment of global operations such as Marketing, Channels, Sales Ops and Data teams in support of regional execution and goal attainment.
  • Working with the enablement teams and the field ensure that enablement is created and delivered for partner and Riverbed sales.
  • Drive and monitor regional plans and execution to deliver maximum revenue potential
  • Working with regional commercial leaders establish common KPI’s and reporting methodologies for managing and monitoring the health of the business overall and specific growth initiatives

 Experience:

  • Background in product/solutions marketing – specifically with licensed software and SaaS offerings. Hardware product marketing experience is desired and is context for the job
  • Functional work experience in product marketing, channels and sales. (2 of the 3 minimum)
  • Knowledge of process needed to support a volume based business serving Commercial or SMB customers (vs high touch, large deal business like Enterprise)
  • Some international experience preferred and comfortable with 20% to 30% travel
  • 10 plus years of experience in channel slaes or related background
  • BS or BA required 

 

Attributes:

  • Solution/Technical understanding with the ability to synthesize complexity
  • High influencing skills, ability to traverse organizational line
  • Executive communication skills

 

 

 

About Riverbed

If you are a high-achiever who wants to be part of a dynamically growing, billion dollar plus company, then you should look closely at Riverbed.  We offer the rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications. The company has been recognized multiple years for attracting and retaining today’s top talent as a great place to work by Glassdoor, Fortune magazine’s 20 Great Workplaces in Tech and by numerous other publications.

 

Learn more at www.riverbed.com. 

 

Riverbed is proud to be an affirmative action (AA) and equal employment opportunities (EEO) employer.  All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

 

 *LI-TC1

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