Distribution Technical Channel Manager

US-CO-Denver | US-AZ-Phoenix
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

Title:  Distribution Technical Channel Manager

Location:  Denver or Phoenix


Riverbed is seeking a Distribution Technical Channel Manager (TCM) for immediate hire. In this role you will function in a highly technical pre-sales environment and focused on three main activities:

  • Providing pre-sales technical support to the distribution partner to effectively recruit and support their partner base;
  • Enabling the distribution partner, Tech Data, to provide technical support to their partner ecosystem; and
  • Creating embedded/managed services built around Riverbed platforms which the distribution partner can provide to their partners and eventually to the end client


In addition to the above main activities, the Distribution TCM will participate in business discussions with Distribution leadership teams.  The ideal candidate must have a strong business acumen to able to lead these discussions.  The Distribution TCM must assist the Distribution partner in defining the total addressable market for their embedded/managed services.  The individual must have the ability to execute.  The Distribution TCM will need to develop a technical enablement plan and then execute against that plan.




  • Organize meetings with regional technical teams; weekly, monthly, quarterly, and yearly planning for technical channel strategy. Provide intensive pre- and post-sales technical consulting to prospective and existing channel partners
  • Participate in conference calls and partner visits
  • Make and organize technical designs and presentations
  • Have the ability to address partner/customer technical questions about solution positioning and competitive landscape
  • Assess, guide, and manage technical teams and help build/foster technical relationships
  • Investigate new solution areas for embedded/managed service creation.  Assist the partner in the building their development plan.
  • Train Distribution and partners on the Riverbed portfolio and identify areas where Riverbed will be relevant to the partners’ GTM strategy
  • Work with Riverbed’s business units to communicate the requirements of Distribution and their partners
  • Support Riverbed Professional Services education team in the development of content which is relevant to Distribution and their partners
  • Design, schedule, and run Beta evaluations while maintaining a professional and productive manner


  • BS/BA in relevant field (CS, EE, MIS) with 7+ years’ experience in a pre-sales role
  • Have working knowledge of Distribution and Distribution’s role in supporting a channel based go-to-market strategy
  • Ability to successfully complete sales presentations on one’s own
  • Willing to travel extensively, work odd hours, and be very available.
  • Strong business acumen including excellent business writing and presentation skills
  • Must have very strong networking, switching, and routing background (L2 - 3).
  • Cloud and SaaS experience is important
  • Applications experience – Microsoft, CIFS, MAPI, NFS etc.
  • In-depth TCP/IP knowledge, network design experience Hands on troubleshooting, configuration and implementation
  • Have knowledge of virtualization platforms like HyperVisor, KVM and VMWare.
  • Relevant competitive knowledge, including: industry, technologies and product offerings, evolving technologies, and threats.


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.



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.



Learn more at riverbed.com. We are proud to be an EEO/AA employer.  M/F/D/V/LGBT.




Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
Share on your newsfeed

Connect With Us!

Don't see the ideal job for you posted today? Connect with us for general consideration for future opportunities at Riverbed.