Commercial Channel Development Director (RTM)

US-San Francisco
Req No.

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


 DirectorCommercial Channel Developmen (RTM)



Position Overview:


The Commercial Channel Development 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 the Commercial Business Development across several key areas.  This individual will help define the business cases for partners to add new revenue streams to their business or transition legacy business to new models. The ideal candidate excels at building relationships and credibility across diverse groups, is a self-starter with strong initiative, excels at verbal and written communication, and has a strong ability to drive, collaborate, and manage a wide range of initiatives.




  • This sales role has the responsibility of building velocity channels that support the scaling of the Commercial business. This includes channel strategy and execution of strategy with field and partners to build capacity for Riverbed.
  • Act as the Commercial sales representative back into channels regarding programs and incentives needed to recruit and build new partner capacity
  • Manage and monitor the consumption models required to meet the needs of the Commercial customer and the channels that they buy from - (managed services, SaaS, embedded solutions, etc.)
  • Develop business cases and value propositions for partners to add Riverbed offers to their portfolio. Work with the Commercial GTM (go-to-market) leader who is charted to build those GTM offers.
  • Where needed, engage directly with partners to develop strategy and build capacity (ex: E-Commerce)
  • Working with regional commercial and channel leaders to establish common KPI’s and reporting methodologies for new and emerging channels.



  • Building business cases for partners to add new revenue streams to their business or transition legacy business to new (resale – to full lifecycle, resale to SaaS, etc.)
  • Channel Development experience at an IT Vendor, with direct interface with partners
  • Work experience at a reseller/VAR or distributor ideal
  • Experience in service creation or managing services portfolio
  • International experience preferred and comfortable with travel 20%- 30%
  • Background included SE or technical roles and business roles
  • Experience working with Distributors, Resellers, and System Integrator/Service Provider partners
  • 10 plus years of experience in channel sales or related background
  • BS or BA required



  • High influencing skills, ability to sell ideas and translate them into business
  • Excellent communication skill with the ability to inspire others to action
  • Strong IT Technical acumen





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 


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.




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