Channel Sales Executive
RemoteNew York, United States or Texas, United States
Job Summary
Own and achieve channel sales targets within the assigned territory by developing and executing 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 while identifying net-new customer acquisition opportunities and expanding existing relationships. Collaborate closely with Account Executives and Regional Sales Directors to develop account penetration strategies, lead regular pipeline reviews, and forecast calls with key partners. Act as a Riverbed evangelist within the partner and cloud ecosystem, driving adoption of observability, acceleration, and AI-driven solutions. Requires 10+ years of enterprise software sales experience with a track record of exceeding quotas and leveraging hyperscaler ecosystems like AWS and Microsoft. Ability to travel up to 50% within the territory.
Required Qualifications
- 10+ years of successful enterprise software sales experience
- 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
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