Riverbed Technology, Inc.

  • Director, Americas Channel Sales - West Region

    Job Locations US-San Francisco | US-CA-Sunnyvale | US-TX-Austin
    Req No.
  • Company Overview

    With a powerful combination of Digital Experience, Cloud Networking, and Cloud Edge solutions, Riverbed – The Digital Performance Company –  provides a modern IT architecture for the digital enterprise, delivering new levels of operational agility and visibility, while dramatically accelerating business performance and outcomes. As businesses transform digitally and experiment with new technologies, they partner with Riverbed to push boundaries, increase performance, and rethink possible.


    Riverbed is a pre-IPO opportunity with over $1 billion in revenue and 30,000+ customers – including 98% of the Fortune 100 and 100% of the Forbes Global 100.


    About this Position

    Title: Director, Channel Sales

    Location: San Francisco, Sunnyvale, Austin, TX


    We are seeking a Regional Channel Sales Director to drive Riverbed’s solutions portfolio into our partner ecosystem and community.


    The RCSD will be the primary sales and alliance liaison as well as trusted business partner between our Partners and Riverbed stakeholders. The position will be responsible for crafting strategic relationships with Partners, developing joint business plans to address the Riverbed Total Addressable Market, creating solutions offerings to take market share as well as to lead and develop a team of Channel Sales Managers.




    Meet Annual Y/Y Growth Objectives:

    • Create and execute on a business plan with Regional Director counterparts, Channel Sales and our partners that achieves bookings targets across the RVBD portfolio.
    • Align to strategic priorities of sales leadership to build effective Go-To-Market channels. Create and manage initiatives to increase the RVBD installed base of customers, increase penetration into existing customers, and drive new revenue streams across new consumption models such as managed services and embedded solutions.
    • Forecast business accurately week by week with each key partner. 

    Drive Profitability:

    • Optimize our resource mix to drive high touch, medium touch, and low-touch/no-touch revenue streams
    • Leverage technical resources to ensure partners are enabled and can independently sell, service and support RVBD in competitive opportunities
    • Work with each partner to create RVBD embedded solutions addressing business outcomes for our common customers

    Manage Partnerships to Overall Success:

    • Drive participation in the Riverbed Rise program among partner community
    • Foster RVBD relevance with each partner by establishing differentiation and profitable business
    • Nurture and maintain thoughtful and relevant engagement executive relationships for RVBD and partners at highest levels: EBC’s, Partner Summits, QBRs, etc.
    • Communicate opportunities and escalate risks when appropriate. Other duties as assigned

    Manage Channel team:

    • Manage team of territory based channel managers, leading by example and fostering a team environment
    • Teach, train, mentor to The Channel Sales Manager success profile
    • Encourage and review development plans for each direct report
    • Work collaboratively across regional sales teams to optimize resources and drive profitable growth among out partners

    ** minimum of 50% travel required



    • Education/Experience: Four-year college degree in Business or similar discipline with at least 10+ years’ experience in working with channels. MBA preferred. Mixed channel and direct sales experience a plus
    • Skills/Abilities: Significant successful sales and channels background. Proven ability to set a successful strategic plan in place and execution skill to deliver against it. Proven track record of achieving quota and accurately forecasting the business
    • 7+ years people management experience in highly distributed team. Comfort level to manage performance plans. Offer reach and growth to high performers and address those struggling against requirements of position
    • Highly collaborative strategic planning skills
    • Industry and technical knowledge including: Application/Network Performance, Storage, Networking, Cloud and Virtualization, or Enterprise Software
    • Excellent oral and written communication skills, including ability to scale presentations to various audiences (executive level, marketing, Inside Sales, and technical audiences, etc).
    • Career track record of success through managing all available resources to your unfair advantage in a collaborative and productive approach

    About Riverbed

    Riverbed offers a rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications. We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments. We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers.

    Learn more about Riverbed: 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.




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