Riverbed Technology, Inc.

  • Regional Sales Manager - Professional Services APJ

    Job Locations AU-NS-Sydney
    Req No.
    Professional Services
  • 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

    Regional Sales Manager - Professional Services APJ

    Loication: Sydney


    We are seeking exceptionally talented Sales Professionals to join APJ's fast-growing Services Sales business. Working in conjunction with the Professional Services team, the Services Sales Executive will own and manage all aspects of the business development for our Professional Services offerings within the assigned territory. 


    Job Responsibilities:


    Facilitating executive-level relationships between the customer, Riverbed and its partners; facilitating communication on strategic and tactical issues; maintaining continuity where needed; identifying long and short-term opportunities to address the customer’s business needs and pro-actively identifying and addressing competitive threats.


    Identifying and qualifying long-term and short-term business opportunities within named accounts, enhancing the relationship; presenting to all levels of the organization including executive level and preparing formal proposals; leading negotiations, coordinating complex decision making process and overcoming objectives to closure. Ultimately, ensuring the customers know who Riverbed is and how we can provide value and solutions with our products and services.


    Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers. This includes but not limited to, communicating openly, honestly & constructively; treating all employees and customers with dignity, respect and courtesy; taking responsibility for and making every effort to resolve communication, trust and respect concerns and problems.


    Candidate profile 

    • Developing a strategy and Service Sales plan to address the designated account / account list.
    • Personally develop account relationships with senior executives at large end users as well as large VAR and SI accounts
    • Proven ability and reputation for collaborating and cooperating with leaders in other internal sales teams to drive new revenue streams. Ability to influence behavior and attitudes.
    • 10+ years’ experience in selling server/storage/networking solutions to large accounts leveraging channels
    • New business development/start up mindset – proven track record of developing new and incremental revenue streams within a large enterprise class company
    • Ability to evangelize, educate and influence internally and externally to build cross functional support.
    • Ability to translate complex technology solutions in to compelling business value propositions
    • Good understanding of major technology trends and customer initiatives (IT infrastructure, Virtualization, Cloud, DR, VDI etc.)


     Work Experience and Education: 

    • Must have exceptional track record selling high-end software or hardware professional solutions, preferably in the Application Delivery Controller Market, data storage, networking, caching or systems software areas, to large, Fortune 500 type accounts.
    • Good rolodex – ability to bring net new business
    • Create & maintain sufficient Pipeline to achieve quota.
    • Accurate completion of sales forecasts, activities and close plans ensuring corrective action is taken as required.
    • Maintain accurate records of all sales activities and key contacts in the Account.
    • Demonstrated ability in problem solving and negotiation with special emphasis on closing sales
    • Demonstrated capacity to keep abreast of new technology trends and how they would apply to real world projects
    • Business or Technical Undergraduate Degree; MBA degree is a plus


    Additional requirements:


    • Experience of working within and/or in partnership with Overlay sales organization
    • Experience with setting goals and targets with cross BU pipeline management
    • 10+ years of sales, marketing and business development in a recognized Enterprise Server, Storage and Networking company
    • Understand the sales process, with acute listening and great sales skills
    • Ability to clearly articulate issues and concerns to management and build support for investment and key initiatives


    About Riverbed

    Why Riverbed Technology?

    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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