Channel Sales Executive

This is a fully remote position, open to applicants in Illinois, +2 more states.

📋 Description

• Take ownership of and meet channel sales targets within the designated territory.

• Create and implement territory and partner sales strategies that promote pipeline generation, qualified opportunities, and closed revenue.

• Generate partner-sourced, partner-influenced, and marketplace-transacted revenue across Riverbed's offerings.

• Identify and pursue new customer acquisition opportunities while enhancing existing customer relationships.

• Work closely with Riverbed Account Executives and Regional Sales Directors to develop strategies for account penetration and execute collaborative sales efforts.

• Establish and maintain a strong pipeline through continuous partner engagement, prospecting efforts, and co-selling initiatives.

• Lead regular reviews of the pipeline, forecast calls, and planning sessions for opportunities with key partners.

• Partner with marketing teams to implement joint demand generation campaigns, customer events, webinars, and field marketing activities.

• Promote the adoption of Riverbed's observability, acceleration, digital experience, and AI-driven solutions across targeted accounts and industries.

• Serve as a Riverbed advocate within the partner and cloud ecosystem.

⛳️ Requirements

• Over 10 years of successful enterprise software sales experience, with at least 5 years dedicated to channel sales, partner sales, or ecosystem sales.

• A consistent history of surpassing annual sales quotas and revenue objectives.

• Proven success in selling enterprise software solutions on SaaS and subscription-based platforms.

• Demonstrated experience in building and closing opportunities through Value-Added Resellers (VARs), Systems Integrators (SIs), Managed Service Providers (MSPs), and strategic alliances.

• A solid track record of leveraging hyperscaler ecosystems, such as AWS and Microsoft, to create pipeline, accelerate co-sell opportunities, utilize marketplace transactions, and promote incremental revenue growth.

• Proven success in establishing MSP-led sales motions that generate recurring revenue streams and enhance customer adoption.

• Strong understanding of cloud marketplaces, cloud consumption models, committed spend programs, and partner incentive structures.

• Demonstrated success in leading executive Quarterly Business Reviews (QBRs) with strategic partners, employing data-driven performance metrics, revenue analysis, pipeline assessments, and joint business planning to foster accountability and growth.

• Experience in developing and executing partner business plans with measurable KPIs, regular QBR schedules, and clear executive sponsorship.

• Excellent negotiation, communication, and executive presentation abilities.

• Analytical mindset with the capacity to manage forecasts, business plans, and performance metrics.

• Self-motivated with a hunter mentality, strong sales discipline, and a passion for achieving success.

• Willingness to travel up to 50% within the assigned territory.

🏝️ Benefits

• Our employee benefits encompass flexible workplace policies.

• Employee resource groups.

• Learning and development resources.

• Career progression pathways.

• Community engagement initiatives.

• Comprehensive global employee wellness programs designed to support the physical, emotional, and financial well-being of our team members.