Riverbed Technology, Inc.

  • Senior Manager, Channel Sales Programs and Operations APJ

    Job Locations SG-Singapore
    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

    The Position


    The Senior Manager of Channel Sales Operations APJ will play a critical role in supporting APJ channels leadership organization in driving business and program strategies including operational goals.  Responsibilities include working both strategically and tactically, advising and executing on the appropriate methodologies that will enable channel sales to achieve their short and long-term objectives as it relates to channel sales revenues, profit and market development. This position will also support the Riverbed Performance Partner Program and channel development across APJ with measurable analytics to ensure accurate reporting for channels.

    The Senior Manager of Channel Sales Operation APJ will report to the APJ VP Channel Sales, and will be a key contributor of the Channel Program and Strategy Leadership Team.



    • Strategy and Programs
      • Lead all aspects of channel strategy planning and execution, including global and local programs (where relevant)
      • Responsible to ensure all relevant supporting functions for marketing, inside sales, territory are aligned to support non-named growth with the channel
      • Plan, execute and support channel sales on driving incremental revenue pipeline through Focus Partners and Distributors.
      • Review channel landscape to ensure appropriate coverage for all countries.
    • Program Operations: Lead management of annual cadence of the Riverbed partner program in APJ including:
      • Business Planning for Focus Partners and Distribution
      • Partner compliance and rebate eligibility.
      • Strategic initiatives including Partner development for Embedded Solutions and Managed Services
      • Marketing Development Fund (MDF) planning and execution
      • Partner Onboarding and Partner Portal support


    • Driving Operational Excellence:
      • Partner with Global Channel Operations team to refine SFDC design and processes to drive partner and distributor autonomy
      • Work with Marketing and the PMO team do define the partner Lead Lifecycle Management plan including the guidance for MDF spending aligned with the partner program segmentation.
      • Support the channel sales team in providing systems and processes that add value by increasing sales productivity through our partners
      • Facilitate adequate channel sales reporting to the field to ensure the business has information at their disposal to make decisions
      • Coordinate communication on policies and procedures to support the channel road map

    Background & Experience


    The objective is to recruit an experienced leader who will take ownership and responsibility for the operational side of channel sales management, provide leadership and contribute effective management processes, foster a positive and energetic work atmosphere, and maintain a cross functional relationship between the Channel organization, Channel Sales, Channel Marketing, and the rest of the company.

    • Background in Channel Operations, Sales Operations, Sales, Sales Finance or similar role at a fast-paced technology company (hardware or software)
    • Strong, proven track record of supporting executive level sales staff with, but not limited to: Executive-level presentations, meeting & event planning/coordination, and ad-hoc reporting and analysis
    • Experience taking WW initiatives and metrics and tuning them to the Channel needs and goals.
    • Partner Onboarding and Partner Program Management
    • Knowledge in CRM systems (preferably Salesforce.com), CCI, Oracle with a background in developing business requirements needed to build new tools and improve existing ones
    • Proficient in using Business Intelligence tools, building reports or managing the building of the reports & enabling channel sales staff on value and use of the tools
    • Experienced manager of operations people and resources
    • Detail oriented and energetic professional with a team player attitude
    • Superb verbal and written communication skills
    • Excellent analytical and problem solving skills to enable informed decision making





    Undergraduate degree required, preferably Business, Finance, Economics, or Accounting; an

    MBA is 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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