Federal Channel Account Manager

6 days ago

Bethesda, Maryland, United States Riverbed Technology Full time
Job Title: Channel Account Manager-Federal

At Riverbed Technology, we are seeking a highly skilled Channel Account Manager-Federal to join our team. As a key member of our sales organization, you will be responsible for engaging with our top channel partners in the federal/public sector territory to help them build a vision and execute on a strategy that derives maximum business benefit from offering our portfolio of solutions to their customers.

Responsibilities:
  • Assign leads to key partners and track to close
  • Develop programs that offer solutions to partners' customer installed base
  • Imbed Riverbed in partners' reference architecture
  • Work in partnership with Regional Sales Director(s) to set and execute channel strategy
  • Collaborate proactively with Riverbed's Federal Sales teams to drive incremental revenue through account planning
  • Drive portfolio training and other activities to gain mindshare with partner's sales team
  • Advise on trends in our industry, best practices among other partners, and opportunities for long-term growth
  • Understand partners' key goals and objectives and come to agreement on mutual goals and alignment
  • Drive strategic opportunities that increase our total value to the partner, including revenues they derive from product sales, renewals, and pull-through sales of other products
  • Handle critical conversations and be the person who guides our respective businesses through occasional difficult times, handling challenging conversations and bringing about successful resolutions
  • Work with an internal marketing team to plan and develop go-to-market strategies and execute marketing initiatives to deliver on the strategy
  • Identify and engage new partners who either fill a gap in coverage, represent new vertical avenues for our solutions, or can represent Riverbed's new AI-powered unified observability platform positioning across our entire portfolio
Requirements:
  • 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 required to resolve channel conflict while accelerating partner relationships
  • Business planning proficiency required
  • 50% travel within assigned territory
What We Offer:

At Riverbed Technology, we offer a range of benefits and perks to our employees, including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees. Benefits and perks vary by country.

We are an equal employment opportunity/Affirmative Action (EEO/AA) employer and provide 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.

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