Riverbed Technology, Inc.

  • Business Development Architect

    Job Locations US-San Francisco | US-NY-New York | US-IL-Chicago | US-DC-Washington, DC
    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: Business Development Architect

    Location: US BASED


    Riverbed is seeking a Partner Business Architect (PBA) for immediate hire. In this role, you will function in a pre-sales environment and focus on three main activities:

    • Enable Riverbed’s next generation (NG) partners which includes MSPs, Workplace Services Providers/Outsourcers and Systems Integrators in the arena of digital experience management (DEM);
    • Drive the creation of embedded/managed services built around Riverbed digital experience suite including Riverbed’s DEM, application performance management (APM) and network performance management (NPM) platforms with the Riverbed Digital Experience Business Development Director (BDD) and NG partners.  As part of the service creation effort, the PBA will play a significant contributor to the building of the business case and marshalling the Riverbed resources necessary for supporting the partner’s efforts; and
    • Support the DEM sales activities of the NG partners and the BDD including activity tracking & support and pipeline management.

    In addition to the above main activities, the PBA will build relationships with the partner’s technical services team and participate in business discussions with NG DEM partners.  The ideal candidate must have a strong business acumen & business development experience to lead these discussions.  The PBA must assist the partner in defining the total addressable market for their partner’s embedded/managed services.  The individual must have the ability to execute



    • Get partners to first dollar revenue with our DEM solutions
    • Organize meetings with Riverbed resources whether they are regional channel/field sales support, product management, channel operations etc. Provide intensive pre- and post-sales technical consulting to prospective and existing NG partners
    • Participate in conference calls and partner visits
    • Build 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 & business relationships
    • Investigate new solution areas for embedded/managed service creation. Assist the partner in the building their development plan.
    • Train NG partners on the Riverbed DEM and identify areas where Riverbed will be relevant to the partners’ GTM strategy
    • Work with Riverbed’s SteelCentral business unit to communicate the requirements of NG partners
    • Support Riverbed Professional Services education team in the development of content which is relevant to NG partners
    • Design, schedule, and run Beta evaluations while maintaining a professional and productive manner



    • BS/BA in relevant field (CS, EE, MIS) with 10+ years’ experience in a pre-sales/channel roles
    • Experience with software sales, software development, application performance management, network performance management and IT infrastructure management (ITIM)
    • “Techno-mercial” in nature. The ability to shift between business conversations and technical conversations depending on the audience
    • Have working knowledge of a channel based go-to-market strategy
    • Must be familiar the concepts of Consumption Economics, Customer Success and LAER (Land - Adopt – Expand – Renew) sales methodology
    • 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
    • Cloud and SaaS experience is important
    • Applications experience – Microsoft, CIFS, MAPI, NFS etc.
    • Knowledge of virtualization platforms like HyperVisor, KVM and VMWare is a plus
    • Familiar with networking, switching, and routing background (L2 - 3) including fundamental knowledge of the OSI stack
    • Relevant competitive knowledge including industry, technologies / product offerings, evolving technologies, and threats.


    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.




    TAGS: APM, DevOps, End-User Experience Monitoring, EUE, NET instrumentation,.NET monitoring,.NET analysis,.NET performance, service map,Dashboard,application dashboard, single pane of glass, Application Performance Management, APM Tools, Digital performance management, digital customer experience, customer experience monitoring, application monitoring, application instrumentation, bytecode instrumentation, Java monitoring, Java analysis, Java performance



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