Technical Channels Manager - Service Providers Hong Kong

HK-Hong Kong
Req No.
Hidden (124489)

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

Technical Channels Manager – Service Providers



  • Establish technical channel strategy and technical engagement plans with identified Service Provider partners, including organizing meetings with regional technical teams and performing weekly, monthly, quarterly, and yearly planning.
  • Organize and deliver presales and technical training for Service Provider partners including for solutions selling, designs, demo, POC and effective presentation of RVBD solutions
  • Perform service creation to develop and productize managed/embedded services for go-to-market with Service Provider partners. Investigate new solution areas for product extensions.
  • Provide intensive pre- and post-sales technical consulting to prospective and existing Service Provider partners
  • Train the Service Provider and Customer staff to master Riverbed’s solutions & fit them into their operating framework
  • Work with the assigned Riverbed Channel Sales Manager(s) to develop the identified partners in order to attain sales growth and pipeline, and partner with the named Riverbed account team or Riverbed territory team to drive the joint engagement plans and also support associated enablement activities
  • Perform partner qualification and validate the partners’ pre-sales enablement capabilities including driving certification compliance
  • Work with Riverbed business units to develop needed product/solution funtcionality, with the goal of delivering capabilities to partners to meet revenue fulfillment
  • Design, schedule, and run Beta evaluations while maintaining a professional and productive manner
  • Assess, guide, and manage partner technical teams, and help build/foster positive relationships with the partner community


  • 10+ years’ experience in a pre-sales role within the local territory
  • Solid understanding of Service Provider and Cloud business, sell to and sell-through
  • Ability to successfully and effectively deliver sales presentations
  • Willing to travel extensively, be available and work outide hours
  • Excellent business writing, communications and presentation skills
  • Instinctive understanding of what it is to deliver excellent service  
  • Must have very strong networking, switching, and routing background (L2 - 3), in-depth TCP/IP knowledge and network design experience. CCIE background is a plus
  • Cisco IOS and Security familiarity, with the ability to quickly understand enterprise network topologies and design constraints. In-depth understanding of how to configure networking under both UNIX and Windows environments.
  • Have applications and storage experience – Microsoft, HTTP/HTTPS, CIFS, MAPI, NFS, DAS/NAS/SAN etc
  • Hands on demo, troubleshooting, configuration and implementation ability
  • Ability to program scripts (eg. Perl, Python, VB) is a plus
  • BS/BA in relevant field (CS, EE, MIS)


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 


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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