Channel Sales Manager

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

📋 Description

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

• Create and implement territory and partner sales strategies to generate pipelines, qualified opportunities, and closed revenue.

• Drive revenue sourced by partners, influenced by partners, and transacted through the marketplace across Riverbed's offerings.

• Identify and seek new customer acquisition opportunities while enhancing relationships with existing clients.

• Work in collaboration with Account Executives and Regional Sales Directors on strategies for account penetration and joint sales initiatives.

• Build and maintain a sales pipeline through partner engagement, prospecting, and co-selling efforts.

• Lead reviews of the sales pipeline, forecast discussions, and opportunity planning meetings with key partners.

• Collaborate with the marketing team on joint demand generation campaigns, customer events, webinars, and field marketing efforts.

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

• Act as a representative of Riverbed within the partner and cloud ecosystem.

⛳️ Requirements

• Over 10 years of successful experience in enterprise software sales.

• At least 5 years dedicated to channel sales, partner sales, or ecosystem sales.

• Proven track record of surpassing annual sales quotas and revenue goals.

• Experience in selling enterprise software, SaaS, and subscription-based platforms.

• Background in building and closing opportunities through VARs, SIs, MSPs, and strategic partnerships.

• Experience utilizing AWS and Microsoft hyperscaler ecosystems to drive pipeline, co-selling opportunities, marketplace transactions, and revenue growth.

• Success in developing MSP-led sales strategies that generate recurring revenue and enhance customer adoption.

• Strong grasp of cloud marketplaces, cloud consumption models, committed spend programs, and partner incentive frameworks.

• Experience in leading executive QBRs with a focus on performance metrics, revenue analysis, pipeline reviews, and collaborative business planning.

• Proven ability to develop and implement partner business plans with measurable KPIs and regular QBR cadences.

• Excellent negotiation, communication, and executive presentation skills.

• Analytical skills to manage forecasts, business strategies, and performance metrics effectively.

• Self-motivated with a proactive sales mentality and discipline.

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

🏝️ Benefits

• Flexible workplace policies.

• Employee resource groups.

• Learning and development resources.

• Career progression pathways.

• Community engagement initiatives.

• Global employee wellness programs that support physical, emotional, and financial well-being.

• Benefits and perks vary by country.