Riverbed Technology, Inc.

  • Channel Business Development Manager - SLED

    Job Locations US-VA-Reston
    Req No.
  • Company Overview

    About Riverbed: Riverbed gives Global Enterprise-wide insights to spur innovation, reduce the cost of running their business, and boost productivity at every level. Riverbed solutions provide greater agility, enhanced visibility, increased performance and improved efficiency.  Riverbed is the leader in application performance infrastructure, delivering the most complete platform for Global Enterprises to ensure applications perform as expected, data is always available when needed, and performance issues can be proactively detected and resolved before impacting business performance. Riverbed is trusted by the world’s best brands for the delivery of superior application performance for their globally connected enterprises. 
    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: Channel Business Development Manager - SLED

    Location: Reston, VA


    The Federal Business Development Manager will manage the strategic sales cycle for “sell-through” and work closely with the Executives at our partners to help them build a vision and execute on a strategy that derives the maximum business benefit from offering our portfolio of solutions to their customers.



    • You will work with strategic technology partners, resellers, and system integration partners promoting Riverbed solutions appropriate to large program opportunities supporting federal customers within the SLED vertical.         
    • You will be responsible for meeting aggressive sales quotas and driving revenue goals for both “sell-through” and managed service opportunities.  Further you will be responsible for driving a range of business development activities designed to position Riverbed account teams for success with large program wins.
    • You will creating relationships with executive leadership business development and technical teams driving the message around the Riverbed’s go to market strategy.
    • Advise on trends in our industry, best practices among other partners, and opportunities for long term growth. Help engineer their transformation to a business outcome based service provider.
    • Understand their key goals and objectives and come to agreement on mutual goals that align theirs with ours.
    • Understand and be conversant on the partner business metrics of taking on our solutions and building a profitable business selling, implementing, and supporting them.
    • Build a joint business plan, with real action plans and a regular cadence of reviews (monthly, quarterly).
    • Drive strategic opportunities that increase our total value to the partner including the revenues they derive from product sales, renewals, and pull through sales of other products.
    • Handle critical conversations. Be the person who guides our respective businesses through the occasional difficult times, handling difficult conversations and bringing about successful resolutions.
    • Work with our marketing team to plan and develop go-to-market strategies and execute on marketing initiatives to deliver on the strategy.
    • Identify, engage, and close on new partners who either fill a gap in coverage, represent new avenues for our solutions (ie verticals) or can represent Riverbed’s new Digital Performance positioning across our full portfolio.



    • 5-10+ years of SLED Channel and IT Solution Business Development experience required. 

    • Must have exceptional track record selling high-end software solutions, preferably in one or more of the following disciplines: Application Architectures & Performance Management, Business Analytics Tools, End User Experience, SaaS, IaaS, Hybrid Cloud, Cloud Storage, Subscription Model, Virtualization, and Infrastructure Management to Fortune 1000 type accounts.
    • You have experience calling in the Federal Market - specifically SLED vertical
    • Executive level oral/ written communication and presentation skills and ability to interact with all levels or organizations.
    • Business planning proficiency required
    • You have a track record of exceeding quotas year after year.
    • Exceptional sales presentation skills are mandatory.
    • You have good working experience with key local resellers and experience establishing and fostering strong Channel Partner relationships.
    • Good working knowledge of Partner ecosystem and experience establishing and fostering strong Partner relationships
    • Strong experience with Salesforce.com and other CRM’s

    • Tenacity, wit and energy to get in front of prime targets and build relationships with new and existing Riverbed clients

    • Relevant competitive knowledge, including: industry, technologies and product offerings, and evolving technologies

    • BS/BA or equivalent

    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.





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