[Hiring] Channel Sales Executive @Riverbed Technology, Inc.

Role Description

Riverbed is seeking a high-performing Channel Sales Manager to accelerate revenue growth through our partner ecosystem. This is a quota-carrying, field-facing sales role responsible for driving partner-sourced, partner-influenced, and co-sell revenue across Riverbed's portfolio.

• 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.

Qualifications

• 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 physical, emotional, and financial well-being.