Note: The job is a remote job and is open to candidates in USA. Riverbed Technology provides AI-powered observability, acceleration, and digital experience solutions that help organizations improve IT efficiency and deliver secure digital experiences. The Channel Sales Manager will drive revenue through Riverbed’s partner ecosystem by owning territory targets, developing partner sales plans, generating pipeline, and leading co-selling and demand-generation activities.
Responsibilities
- Own and achieve channel sales targets within the assigned territory
- Develop and execute territory and partner sales plans that drive pipeline generation, qualified opportunities, and closed revenue
- Drive partner-sourced, partner-influenced, and marketplace-transacted revenue across Riverbed's portfolio
- Identify and pursue net-new customer acquisition opportunities while expanding existing customer relationships
- Collaborate closely with Riverbed Account Executives and Regional Sales Directors to develop account penetration strategies and execute joint sales engagements
- Build and maintain a robust pipeline through ongoing partner engagement, prospecting activities, and co-selling initiatives
- Lead regular pipeline reviews, forecast calls, and opportunity planning sessions with key partners
- Collaborate with marketing teams to execute joint demand generation campaigns, customer events, webinars, and field marketing activities
- Drive adoption of Riverbed's observability, acceleration, digital experience, and AI-driven solutions across targeted accounts and verticals
- Act as a Riverbed evangelist within the partner and cloud ecosystem
Skills
- 10+ years of successful enterprise software sales experience, including at least 5+ years focused on channel sales, partner sales, or ecosystem sales
- Consistent track record of exceeding annual sales quotas and revenue targets
- Proven success selling enterprise software solutions on SaaS, and subscription-based platforms
- Demonstrated experience building and closing opportunities through Value-Added Resellers (VARs), Systems Integrators (SIs), Managed Service Providers (MSPs), strategic alliances
- Proven track record leveraging hyperscaler ecosystems, including AWS and Microsoft, to generate pipeline, accelerate co-sell opportunities, utilize marketplace transactions, and drive incremental revenue growth
- Demonstrated success building MSP-led sales motions that create recurring revenue streams and expand customer adoption
- Strong understanding of cloud marketplaces, cloud consumption models, committed spend programs, and partner incentive frameworks
- Demonstrated success leading executive Quarterly Business Reviews (QBRs) with strategic partners, using data-driven performance metrics, revenue analysis, pipeline reviews, and joint business planning to drive accountability and growth
- Experience developing and executing partner business plans with measurable KPIs, regular QBR cadences, and clear executive sponsorship
- Strong negotiation, communication, and executive presentation skills
- Analytical mindset with the ability to manage forecasts, business plans, and performance metrics
- Self-starter with a hunter mentality, strong sales discipline, and a passion for winning
- Ability to travel up to 50% within the assigned territory
Benefits
- Flexible workplace policies
- Employee resource groups
- Learning and development resources
- Career progression pathways
- Community engagement initiatives
- Global employee wellness programs supporting the physical, emotional, and financial well-being of employees
Company Overview
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