Channel Sales Director

Req No.

Company Overview

Regional Channels Sales Director, Europe-/North
Riverbed® is the leader in application performance infrastructure, delivering the most complete platform for the hybrid enterprise 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’s 28,000+ customers include 97% of the Fortune 100 and 98% of the Forbes Global100.
Riverbed is a pre-IPO opportunity with over $1 billion in revenue headquartered in San Francisco with branch offices around the globe.
We are seeking an "A"-Player as Regional Channels Sales Director (RCSD) to drive Riverbed’s Solutions portfolio into our partner ecosystem and community into the "Europe North" region with focus on "Nordic" Countries, BENELUX and Central Eastern Region.

The RCHSD will be the primary sales and alliance liaison as well as trusted business partner between our Partners and Riverbed stakeholders. The position will be responsible for crafting strategic relationships with Partners, developing joint business plans to address the Riverbed Total Addressable Market, creating solutions offerings to take market share as well as to lead and develop a team of Channel Sales Manager when in place.
The Regional Channels Sales Director will report to the VP Channels EMEA and dotted line to the RVP of the North East Region.

This is a quota bearing role responsible to achieve significant business outcomes through the channel partner community in a 2-Tier Model within the Nordics-/North East Europe region.

About this Position

Regional Channels Sales Director, North-East Europe.

Preferably based in: Amsterdam, Stockholm or Vienna.


Key Responsibilities:

  • Develop and communicate a clear and concise Channels Sales Strategy for the region assigned based on and taking into account the EMEA Channels Sales strategy.
  • Build on and enhance our EMEA Go To Market Strategy within the responsible region including a flawless execution.
  • Build the Regional channel landscape – based on five pillars: people, partners, portfolio, programs and processes to support Riverbed 2.0.
  • Support the regional leadership team with the executive alignment of our partners.
  • Develop and execute a compelling plan for an incremental revenue contribution to our overall business via channel to support our Enterprise and Major as well as to address the vast C-Space (territory business).
  • Lead and develop a team of Channels Sales Manager assigned to the responsible territory.
  • Collaborate with partners to identify and understand sales opportunities and drive sales pipelines.
  • Responsible for driving Riverbed’s revenue with partner with a focus of net new business (incremental), account penetration and XaaS.
  • Identify and onboard next generation IT Partner´s able to embed Riverbed Portfolio into their Managed Services.
  • Orchestration of engagement between Riverbed account teams and partner sales force.

Partner Development:

  • Set measurable Objectives in the partner community to ensure right level of self-sufficiency and competency.
  • Develop strategic partner ability to cover both commercial and technical competencies using the 5C Model (Capability, Capacity, Coverage, Competence, Consistency).
  • Work with Technical Pre Sales Channel Engineers to prepare partners to own POC process


  • Several years of sales leadership experience, in direct and partner management roles. This person will be sales driven and must have carried a quota as well as led a team of Channel Sales Manager or Account Managers.
  • Proven ability to act in a multicultural bigger regional team
  • Must: Proven track record exceeding quota on a regular basis.
  • Have an understanding of two tier channel partner business model and have a proven successful track record of performing this job recently at a regional level.
  • Possess significant contacts within the Partner Community in at least one of the following countries: Sweden, Denmark, Russia, Finland and Norway.
  • Strong demonstrated expertise in creating, executing on, and driving solutions selling for application and infrastructure software, especially in the context of strategic partnerships.
  • Proven ability to recognize, analyze, and take action on go to market approaches, joint value propositions, and business cases around strategic partnerships.
  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management.
  • Documented successful performance in a high energy, fast-paced start-up environment.
  • Familiarity with a broad range of application and infrastructure software & hardware is desirable.
  • Business degree, Technical undergraduate degree a plus. MBA a plus.

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




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