Channel Sales Manager

Riverbed. Empower the Experience

Riverbed, the leader in AIOps for observability, helps organizations optimize their users' experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed's open and AI-powered observability platform and solutions optimize digital experiences and greatly improve 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 our thousands of market-leading customers globally – including 95% of the FORTUNE 100 – we are empowering next-generation digital experiences.

Position

Title: Channel Sales Manager

Location: Home/Remote TX, IL, or NY Areas.

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.

What You Will Do

• 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.

What Makes You an Ideal Candidate

• 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.

What We Offer

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to 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 and proven—and we continue to disrupt the market with differentiated solutions that help customers deliver secure, seamless digital experiences and accelerate enterprise performance. We are relentlessly customer-first: we listen, learn, and act with urgency to solve real problems and earn trust every day. We pair bold ideas with operational efficiency, simplifying how we work, focusing on what matters most, and delivering with quality and speed. Fueled by a will to win, we set ambitious goals, hold ourselves accountable, and raise the bar through measurable outcomes. At the center of it all are our people—bringing our best selves to work with a shared commitment to excellence, transparency, and open communication. We strive to be an inclusive, fair, and enjoyable workplace where respect and wellbeing are prioritized. We are committed to our people, partners, and customers while supporting the communities where we work and live. It's the Power of WE that binds us together and drives high-impact success.

Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws.

Check us out on: @LifeAtRiverbed