Channel Sales Executive

🔥 8 minutes ago

🌽 Illinois, New York, +1 more states – Remote

🌽 Illinois – Remote 🗽 New York – Remote 🤠 Texas – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

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Riverbed Technology

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2002

🏢 Enterprise

☁️ SaaS

🔧 Hardware

Enterprise • SaaS • Hardware

Riverbed Technology is a provider of network and digital experience performance solutions that help organizations illuminate and accelerate every digital interaction. It offers software, cloud services, and appliance-based products for application and network performance monitoring, WAN optimization, and digital experience management so enterprises can deliver seamless performance for customers and employees.

📋 Description

• 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.

🎯 Requirements

• 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

• Our employee benefits including flexible workplace policies • Employee resource groups • Learning and development resources • Career progression pathways • Community engagement initiatives • Global employee wellness programs crafted to support the physical, emotional, and financial well-being of our employees