[Hiring] Vice President, Global Channels & Alliances @Riverbed Technology, Inc.

Role Description

The Vice President, Global Channels & Alliances is responsible for defining and executing Riverbed's worldwide channel strategy to accelerate revenue growth, expand market coverage, strengthen strategic partnerships, and drive partner-led customer success.

As a key member of the Revenue Leadership Team, this executive will lead Riverbed's global channel ecosystem, encompassing:

• Distributors
• Value-added resellers (VARs)
• Managed service providers (MSPs)
• Global systems integrators (GSIs)
• Cloud hyperscalers
• OEM partners
• Strategic technology alliances

The role is accountable for:

• Channel-sourced and channel-influenced revenue
• Partner profitability
• Ecosystem expansion
• Partner enablement
• Alignment of the global channel strategy with Riverbed's broader go-to-market objectives

The Global VP will lead a worldwide organization of Channel Account Managers and partner-focused teams responsible for managing the complete partner lifecycle, from recruitment and onboarding through enablement, activation, and revenue growth.

Qualifications

• 15+ years of enterprise technology or software channel leadership experience, including significant responsibility for global or multinational partner organizations.
• Proven success building and scaling global partner ecosystems generating $100M+ in partner-attributed revenue, with direct accountability for revenue, pipeline, and growth.
• Deep expertise across channel sales, strategic alliances, indirect go-to-market models, and cloud and technology partnerships.
• Demonstrated experience developing and managing successful ecosystems encompassing distributors, VARs, MSPs, GSIs, OEMs, cloud providers, and strategic technology alliances.
• Proven ability to build, lead, and develop high-performing global channel organizations, driving operational rigor, organizational effectiveness, and revenue accountability.
• Strong executive presence and relationship-management capabilities, with a demonstrated ability to influence and engage C-level executives internally and across strategic partner organizations.
• Experience within enterprise SaaS, networking, observability, cybersecurity, infrastructure software, or other recurring-revenue technology environments.

Requirements

• Define and execute the global channels and alliances strategy, aligning partner investments, coverage, segmentation, and priorities with Riverbed's growth objectives.
• Own channel-sourced and channel-influenced revenue, pipeline, and growth, establishing accountability for forecasting, partner productivity, and overall business performance.
• Build and optimize a high-performing global partner ecosystem spanning distributors, VARs, MSPs, GSIs, cloud providers, OEMs, and strategic technology partners.
• Cultivate executive relationships with strategic global partners, developing joint business plans, co-selling motions, solutions, and go-to-market initiatives that accelerate revenue and market expansion.
• Drive partner recruitment, enablement, activation, and productivity, ensuring partners possess the sales, technical, and services capabilities necessary to successfully position and deliver Riverbed solutions.
• Lead, develop, and scale a high-performing global channels organization, establishing clear performance expectations, operational discipline, and accountability across regional and strategic alliance teams.
• Partner closely with Sales, Marketing, Product, Customer Success, Services, and Operations to align direct and indirect go-to-market strategies and maximize partner contribution throughout the customer lifecycle.

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