Riverbed Technology, Inc.

  • Channel Sales Manager - Southern Europe, France

    Job Locations 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 highly motivated top talent as Channel Sales Manager (CSM) to drive Riverbed’s Digital Performance Solutions portfolio into our existing and next generation partner community. The CSM will be the primary advisor, sales and alliance liaison as well as trusted business partner between the partner community and Riverbed, the position will be responsible for crafting strategic relationships with existing and next generation Application, Software and Security Partners creating mobile and cloud first solutions and services offerings for the Riverbed addressable market (Digital Experience, Cloud Networking and Cloud Edge) delivering tangible results.


    Key Responsibilities:


    • Develop and communicate a clear and concise Channel Partner Strategy for EMEA South Enterprise and Territory market aligned to the EMEA Channel Partner strategy.
    • Develop individual partner business plans which outline success metrics, goals and activities to drive accelerated growth and partner satisfaction ratio.
    • Prepare and lead strategic partner quarterly business plans and reviews.
    • Collaborate with partners to identify and understand partner initiated sales opportunities, awareness and drive sales pipelines.
    • Evangelize Riverbed’s vision, channel strategy and digital performance portfolio and value propositions with defined strategic partners.
    • Responsible for driving Riverbed’s revenue with the partner community within the EMEA South Enterprise & Territory Market.
    • Identify next generation Partner (Application, Software and Security) able to embed Riverbed Digital Performance Portfolio into their Mobile and Cloud First 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. Lead the rapid move from resell to subscription based services within the EMEA South partner community.
    • Orchestration of engagement between Riverbed Enterprise & Territory account sales teams and partner sales force.
    • Facilitate relationships between Riverbed regional marketing and 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 business update sessions for the partner to maintain knowledge levels.
    • Work with Technical Pre Sales 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.
    • Senior channels sales person with a consultative selling approach understanding ALL RTMs (Distribution, VARs, SPs and SIs)
    • 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 and subscription 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. 


    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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