Riverbed Technology, Inc.

  • Channels Sales Manager - Service Providers ANZ

    Job Locations AU-NS-Sydney
    Req No.
  • Company Overview

    With a powerful combination of Digital Experience, Cloud Networking, and Cloud Edge solutions, Riverbed – The Digital Performance Company –  provides a modern IT architecture for the digital enterprise, delivering new levels of operational agility and visibility, while dramatically accelerating business performance and outcomes. As businesses transform digitally and experiment with new technologies, they partner with Riverbed to push boundaries, increase performance, and rethink possible.


    Riverbed is a pre-IPO opportunity with over $1 billion in revenue and 30,000+ customers – including 98% of the Fortune 100 and 100% of the Forbes Global 100.

    About this Position

    Service Provider Channels Sales Manager – ANZ


    Location: Sydney


    The Role:


    Over the course of the last few years, Riverbed has built strong relationships with many service providers. We are now looking for an ANZ Channels Sales Manager to take ownership of these relationships and to drive them on to the next level. This position will report to the Director of Channels Sales APJ and the responsibilities will include:

    • Responsibility for the Service Provider territory quota, working closely with the Riverbed and Service Provider sales organizations to drive sales.
    • Ownership of the development and implementation of an ANZ business plan with Service Providers focused on broadening our executive relationships and creating significant growth in revenues over the next three to five years.
    • Work with SPs to understand their key strategic initiatives and aligning Riverbed solutions with those initiatives.
    • Focused on driving Riverbed solution development initiatives for Network Functions Virtualization (NFV), Software Defined WAN (SDWAN), Cloud Services, and Managed Services solutions.
    • Integrating SPs into the Riverbed Partner Programs as required within ANZ
    • Management of a ‘matrix-aligned’ team of resources to support SPs.
    • Development of a joint go-to- market strategy for these services including alignment of Riverbed marketing and field sales assets with SPs.
    • Exploring opportunities to sell Riverbed technologies in to the SP’s own networks.
    • Identify countries where business can be addressed and start locally joint engagement programs.
    • Train and educate the partner sales team on Riverbed capabilities and processes as required.
    • Report on field needs to the Riverbed corporate global SP management and so leverage these to develop new services.
    • Animating the campaigns, channel events of SPs, making sure level of channel pipeline is developed accordingly to the sales objectives.
    • Build and manage pipeline coverage to support quarterly revenue goals, and implement necessary strategies to increase partner’s closing capabilities
    • Build and manage pipeline coverage to support quarterly revenue goals, and implement necessary strategies to increase partner’s closing capabilities.


    Candidate profile:


    The successful candidate will be expected to show a proven track record in developing a strong working relationship with Service Providers, and have the strategic vision that is needed to take our relationship on to the next level.


    Specific things we are looking for from the successful applicant would include:


    • 15 years+ sales experience with a minimum of 10 years’ experience selling into and through Tier 1 / Global Service Providers.
    • Experience working in a high energy, fast-paced start-up environment.
    • Demonstrable track record of overachievement against sales targets and objectives.
    • Strong relationship skills, with proven ability to drive lasting relationships of mutual value at executive level.
    • The ideal candidate will already have a number of executive level relationships within Service Providers in ANZ.
    • Proven ability interacting across the organization to drive success with key groups such as Product Management & Product Marketing, Operations, Technology Alliances, Support, Professional Services and Training, Sales Ops.
    • Willing to travel, work odd hours, and be very available.
    • Excellent business writing and presentation skills in English.
    • Bachelor Degree, MBA preferred


    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. 


    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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