Riverbed Technology, Inc.

  • Channel Sales Manager - Alpine

    Job Locations CH-Zurich
    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 a top talent as Channel Partner Business Sales Manager (CPBSM) to drive Riverbed’s Solutions portfolio into our partner community. The CPBSM will be the primary sales and alliance liaison as well as trusted business partner between the partners and Riverbed, the position will be responsible for crafting strategic relationships with Partners creating solutions offerings for the Riverbed addressable market.


    Key Responsibilities:

    • Develop and communicate a clear and concise Channel Partner Strategy for country and or regional partner aligned to the EMEA Channel Partner strategy.
    • Develop individual partner business plans which outline KPIs, goals and activities to drive growth and success.
    • Prepare and lead strategic partner quarterly business reviews.
    • Collaborate with partners to identify and understand sales opportunities, awareness and drive sales pipelines.
    • Evangelize Riverbed’s vision, portfolio and value propositions with defined strategic partners.
    • Responsible for driving Riverbed’s revenue with partner.
    • Identify next generation Partner able to embed Riverbed Portfolio into their Managed Services.
    • Establish or refine current programs and contracts that provide partner’s ability to resell Riverbed Solutions and Services, garner influence and adopt Riverbed Solutions and Services.
    • Orchestration of engagement between Riverbed account teams and partner sales force.
    • Facilitate relationships between Riverbed regional marketing on shared partner initiatives.
    • Represent Riverbed at Partner Sales and Technical events.

    Partner Development:

    • Set 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.
    • Ensure partner sales personnel are trained, effective and motivated.
    • Facilitate regular update sessions for the partner to maintain knowledge levels.
    • Work with Technical Pre Sales Channel Engineers to prepare partners to own POC process.
    • Have a clear understanding of a good relationship with the key Riverbed stakeholders within the partners.


    • Several years of sales experience, in either direct, partner, tech sales or alliance management roles. This person will be sales driven and must have carried a quota. 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.
    • Possess significant contacts within the Partner Community gained trust on Partner C-Level.
    • 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.
    • Strong business acumen and negotiation abilities.
    • Great team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities.
    • Documented successful performance in a high energy, fast-paced start-up environment.
    • He or she will often be the sole Riverbed representative physically present at meetings with the partner. He or she should be an accomplished presenter of sales and technical material to both small and large groups. The ability to present extemporaneously is a must.
    • Familiarity with a broad range of application and infrastructure software & hardware is desirable.
    • 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 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. #LI-LS1


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