Riverbed Technology, Inc.

  • Channel Sales Director - Southern Europe

    Job Locations FR | FR-Paris
    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

    We are seeking a top talent as Regional Channels Sales Director (RCSD) to drive Riverbed’s Solutions portfolio into our partner ecosystem and community. The RCSD 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, 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 Region, she or he is assigned. This is a quota bearing role responsible to achieve significant business outcomes through the channel partner community in a 2-Tier Model within his or her respective territory.




    • Develop and communicate a clear and concise Channels Sales Strategy for the country and or 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. 
    • Drive a robust enablement strategy for our Tier 1 channel in close coordination with the TCM / SE organization. 
    • 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). 
    • Be an active part of the regional leadership team with undivided focus on our channel and channel deliverables. 
    • Lead and develop a team of Channels Sales Manager assigned to the responsible territory. 
    • Support individual partner business plans build by Channels Sales Manager or the Regional Channels Sales
    • Director which outlines KPIs, specific partner goals and activities to drive growth, market share and success. 
    • Prepare and lead strategic partner quarterly business planning. 
    • Collaborate with partners to identify and understand sales opportunities and drive sales pipelines. 
    • Evangelize Riverbed’s vision, portfolio and value propositions with defined strategic partners. 
    • 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 Partner able to embed Riverbed Portfolio into their Managed Services. 
    • Implement or refine current partner programs 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. 
    • Host and lead Partner Connect Days in joint collaboration with EMEA Channel Partner Marketing. 
    • Represent Riverbed at Partner Sales and Technical events
    • 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). 
    • 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 leadership experience, in either direct, partner, tech sales or alliance 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 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 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.
    • Theability to present extemporaneously is a must. 
    • 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 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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