Riverbed Technology, Inc.

  • Distribution Channel Sales Manager – EMEA

    Job Locations GB | DE-Munich | DE-Berlin | DE-Frankfurt | CH-Zurich | AT-Vienna | NL
    Req No.
  • 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

    Distribution Channel Sales Manager – EMEA

    We are seeking a highly motivated top talent as Distribution Channel Sales Manager EMEA (DSM) to drive Riverbed’s Products and Solutions into our existing partner community as well as managing a number of named distribution partners. The DSM EMEA will be the primary advisor, sales and alliance liaison as well as trusted business partner between the EMEA partner community, distributors and Riverbed, the position will be responsible for crafting strategic relationships with strategic partners and the named distributors. This role will report to the Director, EMEA Distribution Sales.



    Responsibilities will include:


    • Develop and communicate a clear and concise Channel Sales Partner Strategy for EMEA market aligned to the EMEA Channel Partner and GTM strategy.
    • Develop and communicate a clear and concise Distribution Sales Strategy for distributors aligned to the EMEA Channel Partner strategy and the EMEA Distribution strategy
    • Develop individual partner business plans which outline success metrics, goals and activities to drive accelerated growth and partner satisfaction ratio with identified strategic
    • Develop individual business plans for each distributor which outlines success metrics, goals and activities to drive accelerated growth and partner satisfaction ratio with identified strategic partners.
    • Prepare and lead strategic quarterly business plans and reviews with partners and distributors
    • Collaborate with partners to identify and understand partner initiated sales opportunities, awareness and drive sales pipelines.
    • Develop new routes to market with your distributors for Riverbed Solutions through partners and complementary vendors
    • Evangelize Riverbed’s vision, channel strategy and portfolio and value propositions with defined strategic partners in key markets.
    • Responsible for driving Riverbed’s revenue with the partner community within the EMEA Market.
    • Enable and support partners to sell the wider Riverbed solution portfolio
    • Establish or refine current programs and contracts that provide partner’s ability to resell Riverbed Solutions and Services, garner influence and adopt Riverbed Portfolio Solutions and Services. Lead the rapid move from resell to subscription-based services within the EMEA 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.
    • Ensure handoffs to sales and/or marketing are successful, and exceed partner satisfaction.
    • Ensure reporting and communications is frequent and bi-directional.
    • Achieve set sales goals and objectives on a monthly, quarterly and annual basis
    • Provide any necessary reports with regards to sales performance, activities, forecasting and bookings

    Partner Development:

    • Set Objectives with the partner and distributors 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 and distributors to maintain knowledge levels.
    • Work with Technical Pre Sales Engineers and Distributors 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 target. Proven track record exceeding targets highly desirable.
    • Senior channels sales person with a consultative selling approach understanding primary Distribution and VARs GTM.
    • Have an understanding of two tier channel partner business model and have a proven successful track record
    • Possess contacts within the Partner Community gained trust on Partner C-Level.
    • Strong demonstrated expertise in creating, executing on, and driving solutions and managed services selling for Wi-Fi and infrastructure, 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 business environment.
    • This will often be the sole Riverbed representative at meetings with the partner. An accomplished presenter of sales and technical material to both small and large groups.
    • Familiarity with a broad range of Wi-Fi, application and infrastructure software & hardware is desirable.
    • MBA or similar level education is desirable

    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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