Channel Sales Leader, EMEA

Contenu de l'offre Channel Sales Leader, EMEA chez Riverbed Technology

Channel Sales Leader, EMEA


Riverbed. Empower the Experience

Riverbed transforms data into actionable insights and accelerates performance so organizations can deliver a seamless digital experience and drive enterprise performance. Riverbed is the only company with the collective richness of telemetry from network to app to end user, that illuminates and then accelerates every digital interaction. Riverbed offers two industry-leading portfolios: Alluvio by Riverbed, a differentiated Unified Observability portfolio that unifies data, insights, and actions across IT, so customers can deliver seamless, secure digital experiences; and Riverbed Acceleration, providing fast, agile, secure acceleration of any app, over any network, to users anywhere.

Together with our thousands of partners, and market-leading customers globally – including 95% of the FORTUNE 100 –, we empower every click, every digital experience.

About this Position

Channel Sales Leader EMEA

The Channel Sales Leader will report to the SVP EMEA, and will strategically and tactically drive sales through indirect channels including Global System Integrators, Service Providers, Resellers, and Distributors; bring leadership to the current EMEA channel organization to over-achieve regional sales goals. Included in the responsibilities for this position is leadership of our DSR (Digital Sales) team based in Barcelona.

Role & Responsibilities

Design and execute the System Integrator, Service Provider, Reseller, and Distribution strategies for Riverbed’s sales plan within EMEA.
Direct leadership of the regional Channel Sales Managers across EMEA
Lead topline strategy for our Digital Sales function including forecast/pipeline, enablement and designing success criteria
Execute revenue bearing, high value partnerships and alliances with appropriate ecosystem partners
Ensure that these strategic partnerships are not just sold externally, but internally, and are aligned with available resources. Drive those resources to support a successful, sustained relationship that stimulates long-term revenue growth for Riverbed
De-position and outplay the competition by identifying, targeting, and engaging partners who have critical market access and customer control and are capable of demand generation and market development
Evolve partners from resellers to developing embedded solutions and engaging in joint engagement models
Channel Programs; Be a key contributor to the global channel strategy and programs and drive the implementation of standardized programs that account for geographical differences
Drive consistency in the execution of the channel programs.
Collaborate with the global channel team to develop new channel strategies
Work closely with the field to ensure that programs are successfully implemented
Establish tangible objectives, revenue goals, and priorities, and create performance measures.
Develop a selling plan to close new partners toward identified goals, set by quarter and by region
Identify (singularly and also with regional field sales) the right resellers and partners to target and penetrate
Jointly develop go-to-market plans with each newly signed partner.
Implement training and certification programs and educate channel partners on the Riverbed solution.

Professional Background and Personal Attributes

Experienced channel thought leader who can take ownership and responsibility for EMEA channels; must have worked in a senior Channel Sales/Development capacity in a large, growing organization of significant scope and revenue ($50M +)
Able to strategically identify and build key relationships with channel partners including Service Providers, Global SIs, Resellers, Distributors, and other technology partners.
Proven ability to significantly ramp revenue, and a record of managing organizations that deliver targeted sales and market share numbers
Capable of building a channel plan that includes organization, functional requirements and associated costs, quotas, forecasts, and commits.
Proven ability to build and ramp channel organizations internationally;
Experience and familiarity with 2-Tier distribution models
Highly competent to negotiate large business deals at executive levels, and driving them to closure with experience working with complex contracts
Domain competent in a least two disciplines of Application Architectures & Performance Management, Storage & Infrastructure Management or Network Infrastructure,
Strong business skills; effective in “seeing” the customer’s/channel partner’s underlying business issues
Good at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals
Possessing a customer service mentality, and knowledge of the appropriate organizational strategy to fully support and be successful with channel partners
Degree; MBA degree is a plus

Why Join Riverbed

With a 20-year history of innovation, Riverbed is agile, yet proven, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance While we are a ‘customer-first’ company, we are all about our people with a shared commitment to creating a global impact.  We bring our best selves to work and pursue excellence, trust, and respect for one another.  We welcome diversity and value and encourage transparency and open communication throughout the company. We strive to be an inclusive, fair, and enjoyable workplace for our people globally and care about their wellbeing. We are committed to our people, partners, and customers while supporting the communities where we work and live. It’s the Power ofWE that binds us together.

We want people of all backgrounds to see themselves represented and included in our work, so we actively seek to diversify our team and bring more voices to the table. We understand that when people can be themselves, more is possible. We would love to have more people on board to join us on our journey to be better every day! So, come speak with us about career possibilities at Riverbed.

We want people of all backgrounds to see themselves represented and included in our work, so we actively seek to diversify our team and bring more voices to the table. We would love to have more people onboard who can add value to our culture and join us on our journey to being better every day! So come speak with us about career possibilities at Riverbed.

Check us out on:

@LifeAtRiverbed