Riverbed Technology, Inc.

  • Director, Channels Go-to-Market

    Job Locations US-San Francisco
    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, Channels Go-to-Market programs

    Location: San Francisco


    The Director, Channels Go-to Market programs, reporting to the VP Global Channels Programs and Operations, will work across Global & GEO Segment leads, Product Group leaders, Support, Professional Services, Finance, Marketing, Operations and other leaders in Global Channels team. The role is focused on the build out of new Channel Strategies & Initiatives necessary to support the industry transition in customer buying methods and channel models i.e. the creation of tiered value propositions and partner solution & service descriptions enabling monetization of Riverbed products via subscription and services models. 


    The Director, Channels Go-to Market programs, will help create and be responsible for the design & execution of strategy and programs to drive Riverbed into new partner segments and deliver incremental revenues to the company and the channel partner.  Director, Channels Go-to Market programs, will bring significant channel experience, particularly in the area of Cloud Models, Managed Services & Solutions, and act as a mentor to Riverbed and the channel partners to ensure that we achieve the maximum potential from our partner relationships.



    Key Accountabilities:

    • To start, own and drive the end to end roll out of the Managed Services and Subscriptions channel initiatives; working with the support, professional services, channels  & sales teams to develop the priorities, roadmap & dependencies.
    • Work with Riverbed GEO channel leadership to set impactful GEO Channel Strategies to enable incremental revenues & channel loyalty
    • Own the creation, development and execution of tiered value propositions and monetized solutions that add value to the Global & GEO channel business.
    • Drive simplicity and speed of execution across the company and between Riverbed and our regional partners
    • Understand the market opportunity, Riverbed strategy Globally & each GEO as it pertains to the channel opportunity
    • Work with the PS, Support, Marketing & GEOs to define target Channel Models – Align with Programs, Channel Ops & Enablement to roll out those solutions & services to the Channel.   to set target markets and solutions.




    The Director, Channels Go-to Market programs will be an expert in Channel, Managed Services as a RTM, have significant experience with Global & Regional Service Providers, partner relationship metrics. 


    Must have deep knowledge of:

    • Service Provider, Managed Services & Channel Resell programmatic & operational fundamentals
    • Service Provider, Managed Services & Channel Economics
    • Channel Operations and processes
    • Reporting methods on Channel partner program performance to Leadership, GEO, Field and Channel team



    • Bachelor's degree or equivalent experience in technology, business or sales management
    • Understand subscription & ratable models
    • Understands solution methodology
    • Ability to achieve results in a matrixed environment
    • Channel Solution & Services experience
    • Sound knowledge of channel programs and sales
    • Business development experience
    • Operational leadership experience
    • Excellent Coaching skills
    • High degree of Executive Agility
    • Effective listening communication and interpersonal skills
    • Thrives in a fast-paced and evolving environment
    • High energy and strong customer focus
    • Excellent interpersonal, oral and written communication skills are essential
    • Team player, position is cross-functional and requires significant teamwork
    • Organization skills, managing many diverse projects with different deadlines and priorities
    • 10-15 years of experience


    Desired Skills:

    • Strategic, proactive, operates under minimal supervision.
    • Ability to travel globally up to 20%
    • Bay Area location preferred 


    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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