Vice President, Wireless Sales

US-San Francisco
Req No.
2017-4194
Category
Sales

Company Overview

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

Position: Vice President, Wireless Sales
Location preference: San Francisco, CA
Reporting to: Paul Mountford, Chief Sales Officer (CSO).

 

 

 

 

Responsibilities:

 

Riverbed is seeking a Vice President, Sales to lead the Riverbed- Wireless worldwide Sales organization. Key deliverables are to meet and exceed profitable revenue goals; alignment & integration into the Riverbed enterprise, commercial and channel teams, and close alignment into the Riverbed Wireless Business Unit (RWBU), and support and work with company executives, management, sales representatives and employees across the entire organization. 

 

 

The Vice President, Wireless Sales will be responsible for but not limited to the following:

 

  • Managing, recruits and develops diverse worldwide sales force
  • Exceeding quarterly revenue targets both for Wireless sales team as well as the overlay quota through the enterprise, commercial & channel sales teams. 
  • Delivering timely, accurate and actionable business information to all stakeholders on weekly/monthly basis.
  • Ensuring proactive communication with Chief Sales Officer (CSO), Vice President of Finance, and Sr. Vice President, Sales Operations
  • Maintaining continuous communication with sales force and product teams to ensure customer needs are being addressed
  • Retaining & recruiting world-class athletes to support the growing Wi-Fi business
  • Leveraging an existing and well established set of industry VP and C-Level client base to introduce Riverbed-Wireless offerings
  • Establishing and maintaining sales quotas and compensation plans
  • Sharing ownership for the forecasting process with the sales operations team.
  • Managing and mentor sales leaders and reps on the achievement of their KPI’s. 
  • Being the customer champion for RWBU and other stakeholders across the company.
  • Understanding the assumptions behind all projects in the quarter and ensure these are updated regularly using the company forecasting systems, especially Salesforce.com.
  • Tracking, analyzing and reporting sales results to the CSO & senior sales management. 
  • Working closely with GEO Leads and the Channel Sales teams to identify new markets & channels, and building an operating plan to increase global footprint for Wi-Fi sales.
  • Being the single point of contact for reporting weekly/monthly on revenue plan to actual, identifying gaps at the TAM/RVP/GEO level. 
  • Working with GEO leaders and Regional Sales VP’s to understand the gaps from a business & development perspective. Put in place corrective action to ensure the business meets/exceeds expectations.
  • Ensuring all agreements with partners, OEMs and customers are up-to-date.
  • Maintaining records, manage receipts and expense reports, and submits to accounting department on a monthly basis

Qualifications:

  • 10+ years’ Sales experience, including at least 5+years’ experience in sales leadership role in a Wi-Fi, networking organization.
  • Proven ability to build and ramp up global sales organizations; prior experience running a matrixed overlay Sales team is preferred
  • An existing set of industry VP, C-Level client base who are excited to hear about your latest opportunity
  • Strong experience of selling to C-Level audience with a solid understanding of wireless technology.
  • Proven leader/manager, with the ability to hire, coach and develop others while modeling effective leadership behavior. 
  • Ability to lead an inside & outside sales force while traveling to recruit new customers
  • Extensive knowledge of competitors
  • Proven experience as an entrepreneurial high-energy leader with a strong presence and outstanding written and verbal communications skills
  • Domain experience in wireless, wi-fi networks is a must. 
  • Demonstrated honesty and integrity, as well as innovation and creativity in work environment
  • Possesses strong work ethic and takes ownership of both company and client goals/objectives
  • Focused on understanding, meeting and exceeding customer expectations
  • Focused on collaboration and team work for the mutual success of the company and its
  • employees
  • Demonstrates a willingness to sacrifice personal time for the company as conditions warrant
  • A demonstrated track record as a top performer throughout his/her career. 
  • Strong business skills; effective in “seeing” the customer’s underlying business issues.
  • Skilled in Salesforce.com and associated forecasting systems
  • Willingness to travel 60+ % of the time.
  • Bachelor’s degree. Advanced degree desirable.

Deliverables:

 

  • Develop and agree the go-to-market model and ensure this plan is executed successfully in all regions worldwide. 
  • Establish performance and cost metrics for each sales channel and sales team. Calculate the expected company ROI and measure each team against this standard - theater, region and territory. 
  • Analyze the effectiveness of each sales channel and work with theater VP's and RD's to meet/exceed the goal. 
  • Rank sales teams by performance, highlighting the cost per revenue dollar (CPRD) for each sales person and sales team. Understand the rationale behind the differences and provide advice and counsel to the theater VP's on the optimization of their business.  
  • Prospect and identify new business opportunities and new routes to market. Build a plan to target each market which includes sales, marketing, support and channel resources to be successful. Include these markets in the cost/ROI analysis for the business. 
  • Work cross-functionally with Marketing and Sales Reps to develop effective sell-in strategies, as well as collaborate to develop and implement sales programs and priorities.  
  • Formalize reporting process of field perspective analysis as it relates to future company strategy, product needs and customer feedback
  • Assist in creation of ongoing communication vehicles including newsletters, feedback surveys and recognition programs.
  • Manage QBR and annual sales meetings. 
  • Travel to and take an active and visible role within all the sales regions.

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 only seek individuals who thrive in an autonomous, fast-paced environment. 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 a diverse work environment.  We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers. 

 

 

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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