Riverbed Technology
Federal Channel Sales Manager
Riverbed Technology, Washington, District of Columbia, us, 20022
Federal Channel Sales Manager
Location: Reston, VA office; hybrid
Workplace Type: Hybrid
Category: Sales
Req No.: 2025-7806
Overview Riverbed, the leader in AI observability, helps organizations optimize their users' experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. Riverbed's AI-powered observability platform and solutions optimize digital experiences and greatly improves IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with thousands of market-leading customers globally, Riverbed empowers next-generation digital experiences.
What you will do (Responsibilities) The US federal government is a very important set of customers for Riverbed and this role is a key element in driving success in this critical segment. The individual is Riverbed's representative to these important partners and will be accountable for the quality of the field relationships. This individual will be experienced as a successful "sell with" channel account manager. Responsibilities include but are not limited to:
Assigning leads to key partners and tracking to close
Developing programs that offer solutions to partners' customer installed base
Imbibing Riverbed in partners' reference architecture
Working in partnership with Regional Sales Director(s) to set and execute channel strategy
Collaborating pro-actively with Riverbed's Federal Sales teams to drive incremental revenue through account planning
Driving portfolio training and other activities to gain mindshare with partner's sales team
Advising on trends in the industry, best practices among other partners, and opportunities for long-term growth
Understanding partners' key goals and objectives and agreeing on mutual goals and alignment
Driving strategic opportunities that increase total value to the partner including revenues from product sales, renewals, and pull-through sales of other products
Handling critical conversations and guiding our businesses through difficult times to bring about successful resolutions
Working with an internal marketing team to plan and develop go-to-market strategies and execute marketing initiatives
Identifying and engaging new partners who fill coverage gaps or represent new verticals for Riverbed's AI-powered observability platform across the portfolio
What makes you an ideal candidate
Demonstrated success in Channel Sales with proven results exceeding targeted objectives
Exceptional track record selling high-end software solutions, preferably in disciplines such as Application Architectures & Performance Management, Business Analytics Tools, SaaS, IaaS, Hybrid Cloud, Cloud Storage, Subscription Model, Virtualization, and Infrastructure Management
Prior work experience with federal/regional partners, SP/SI, and understanding of federal contracting vehicles
Excellent communication and collaboration skills with a sense of urgency to drive revenue generation for the assigned territory
What we offer Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Our global employee wellness programs support the physical, emotional, and financial well-being of our employees. Benefits & Perks vary by country.
About 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. We are a customer-first company focused on our people with a commitment to transparency, inclusivity, and wellbeing. We are an equal employment opportunity/Affirmative Action employer and provide equal opportunities to all employees and applicants without regard to protected characteristics and in accordance with applicable laws.
Check us out on: www.riverbed.com, @LifeAtRiverbed
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Workplace Type: Hybrid
Category: Sales
Req No.: 2025-7806
Overview Riverbed, the leader in AI observability, helps organizations optimize their users' experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. Riverbed's AI-powered observability platform and solutions optimize digital experiences and greatly improves IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with thousands of market-leading customers globally, Riverbed empowers next-generation digital experiences.
What you will do (Responsibilities) The US federal government is a very important set of customers for Riverbed and this role is a key element in driving success in this critical segment. The individual is Riverbed's representative to these important partners and will be accountable for the quality of the field relationships. This individual will be experienced as a successful "sell with" channel account manager. Responsibilities include but are not limited to:
Assigning leads to key partners and tracking to close
Developing programs that offer solutions to partners' customer installed base
Imbibing Riverbed in partners' reference architecture
Working in partnership with Regional Sales Director(s) to set and execute channel strategy
Collaborating pro-actively with Riverbed's Federal Sales teams to drive incremental revenue through account planning
Driving portfolio training and other activities to gain mindshare with partner's sales team
Advising on trends in the industry, best practices among other partners, and opportunities for long-term growth
Understanding partners' key goals and objectives and agreeing on mutual goals and alignment
Driving strategic opportunities that increase total value to the partner including revenues from product sales, renewals, and pull-through sales of other products
Handling critical conversations and guiding our businesses through difficult times to bring about successful resolutions
Working with an internal marketing team to plan and develop go-to-market strategies and execute marketing initiatives
Identifying and engaging new partners who fill coverage gaps or represent new verticals for Riverbed's AI-powered observability platform across the portfolio
What makes you an ideal candidate
Demonstrated success in Channel Sales with proven results exceeding targeted objectives
Exceptional track record selling high-end software solutions, preferably in disciplines such as Application Architectures & Performance Management, Business Analytics Tools, SaaS, IaaS, Hybrid Cloud, Cloud Storage, Subscription Model, Virtualization, and Infrastructure Management
Prior work experience with federal/regional partners, SP/SI, and understanding of federal contracting vehicles
Excellent communication and collaboration skills with a sense of urgency to drive revenue generation for the assigned territory
What we offer Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Our global employee wellness programs support the physical, emotional, and financial well-being of our employees. Benefits & Perks vary by country.
About 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. We are a customer-first company focused on our people with a commitment to transparency, inclusivity, and wellbeing. We are an equal employment opportunity/Affirmative Action employer and provide equal opportunities to all employees and applicants without regard to protected characteristics and in accordance with applicable laws.
Check us out on: www.riverbed.com, @LifeAtRiverbed
Tags #LI-SC1
#J-18808-Ljbffr