• Channel Sales Manager - UK & I

    Job Locations GB-Bracknell
    Req No.
  • 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

    We are seeking top talent as Channel Sales Manager (CSM) to drive Riverbed’s Solutions portfolio into our partner community. The CSM will be the primary sales and alliance liaison between the partners and Riverbed and will be directly responsible for crafting specific strategic relationships with 3 main Partners creating embedded solution offerings for the Riverbed addressable market.


    Responsibilities include:


    Manage all aspects of the partner activities and relationships including:


    • Lead all UK & I wide activities and relationships for a set of aligned partners and 3 specific focus partners. 
    • Revenue: Responsible for driving the adoption of Riverbed  Technology with partners provided as part of an outsourcing contract, managed services and resale. 
    • Enablement: Establish or refine current programs and contracts that provide partner the ability to buy and resell Riverbed products and services, garner influence and adopt Riverbed products and services.
    • Solution Offering: Work with target partners to understand current offerings and amend to embed Riverbed as part of core offerings and go to market capabilities.
    • Work directly with solution architects, delivery managers, pursuit leads and sales teams to identify and qualify new opportunities for Riverbed. Facilitate collaboration with Riverbed’s Sales team to close business. 
    • Build individual business plans for the focus partners, conduct QBRs, facilitate the allocation and investment of MDF to develop pipeline, create awareness and promote collaboration.
    • Represent Riverbed at partner Executive and Technical events



    • Must have significant experience in sales and business development roles to include an understanding of legal, support, marketing, sales and sales ops.
    • Ideal candidate will have 10+ years working with large global SI/SPs and Resellers with a deep understanding of their personnel and their processes.
    • At least 5 years of direct sales experience selling high technology solutions.
    • Strong knowledge of at least one of these: Data Storage,  Networking/Communications and/or Software Applications preferably on a subscription or service basis.
    • Individual must possess good communication skills and ability to interact with all levels or organizations. 
    • Track record for developing and executing cross-functional business plans and teams.
    • Track record of being successful in quota positions and exceeding them year after year.
    • Exceptional selling, negotiating, and presentation skills are mandatory. 
    • A strong understanding of how distribution, sales and marketing work together to support global initiatives.
    • Experience using salesforce.com is a plus.
    • Bachelor degree

    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/solutions 


    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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