Channel Account Manager-Federal

3 weeks ago

Washington, United States Riverbed Technology Full time

Riverbed. Empower the Experience:

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. With over 20 years of experience in data collection and AI and machine learning, Riverbeds open and 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 our thousands of market-leading customers globally including 95% of the FORTUNE 100 we are empowering next-generation digital experiences.

Position:

Title: Channel Account Manager-Federal

Location: Washington, DC ( Metro)

The Federal Channel Account Manager will engage with Riverbeds top channel partners in an assigned federal/public sector territory to help them build a vision and execute on a strategy that derives the maximum business benefit from offering our portfolio of solutions to their customers.

What you will do:

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 Riverbeds 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 not limited to:

  • Assigning leads to key partners and track to close
  • Developing programs that offer solutions to partners customer installed base
  • Imbedding Riverbed in?partners reference?architecture?
  • Working in partnership with Regional Sales Director(s) to set and execute channel strategy
  • Collaborating pro-actively with Riverbeds Federal Sales teams to drive incremental revenue through account planning,?
  • Driving portfolio training and other?activities to?gain mindshare with partners sales team
  • Advising on trends in our industry, best practices among other partners, and opportunities for long-term growth.
  • Understanding partners key goals and objectives and coming to agreement on mutual goals and alignment.
  • Driving strategic opportunities that increase our total value to the partner including the revenues they derive from product sales, renewals, and pull through sales of other products.?
  • Handling critical conversations. Be the person who guides our respective businesses through the occasional difficult times, handling challenging conversations and bringing about successful resolutions.
  • Working with an internal marketing team to plan and develop go-to-market strategies and execute marketing initiatives to deliver on the strategy.
  • Identifying and engaging new partners who either fill a gap in coverage, represent new vertical avenues for our solutions or can represent Riverbeds new AI powered unified observability platform positioning across our entire portfolio
What makes you an ideal candidate:
  • BS/BA or equivalent
  • 10+ years proven successful sales experience exceeding targeted objectives with 5+ years in Channel Sales
  • Must have exceptional track record selling high-end software solutions, preferably in one or more of the following disciplines: 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 an understanding of the various federal contracting vehicles
  • Excellent communication and collaboration skills combined with a sense of urgency to drive revenue generation for the assigned territory
  • Metric oriented and comfortable presenting trackable results quarterly.
  • Creative thinking skills are required to resolve channel conflict while accelerating partner relationships.
  • Business planning proficiency required
  • 50% travel within 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, 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. Its the Power of WE 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.

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.

Riverbed encourages all of its U.S. employees to be fully vaccinated for COVID-19, but does not presently require its U.S. employees to be fully vaccinated unless such vaccination is required by applicable law or the duties of the specific position. If a specific position requires an employee to be fully vaccinated because of either applicable law or the duties of the position, then the offer of employment will be expressly conditioned on the individual being fully vaccinated for COVID-19 on or prior to their start date and providing proof of such vaccination unless the individual is legally exempt.

Check us out on:
www.riverbed.com
@LifeAtRiverbed

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