Riverbed Technology

Vice President

• Define and execute Riverbed’s global channels and alliances strategy
• Align partner investments, coverage, segmentation, and priorities with Riverbed’s growth objectives
• Own channel-sourced and channel-influenced revenue, pipeline, and growth
• Establish accountability for forecasting, partner productivity, and overall business performance
• Build and optimize a global partner ecosystem spanning distributors, VARs, MSPs, GSIs, cloud providers, OEMs, and strategic technology partners
• Cultivate executive relationships with strategic global partners
• Develop joint business plans, co-selling motions, solutions, and go-to-market initiatives
• Drive partner recruitment, enablement, activation, and productivity
• Lead, develop, and scale a high-performing global channels organization
• Partner with Sales, Marketing, Product, Customer Success, Services, and Operations to align go-to-market strategies and maximize partner contribution

Vice President, Global Channels – Alliances

Solutions Engineer

• Serve as a trusted technical advisor and subject matter expert to U.S. Army customers throughout the sales cycle
• Partner with Account Executives to develop and execute technical account strategies across strategic Army accounts
• Lead technical discovery, solution presentations, demonstrations, workshops, architecture discussions, and proof-of-concept evaluations
• Translate Army mission, operational, and technical requirements into value-based observability solutions
• Position Riverbed’s Digital Employee Experience (DEX) and Network Performance Monitoring (NPM) capabilities within complex DoD environments
• Guide customers through technical evaluations, address technical objections, and advance opportunities toward technical validation and successful business outcomes
• Identify emerging use cases, key stakeholders, and opportunities to expand Riverbed’s technical footprint within strategic Army accounts

Solutions Engineer – Federal

Sales

• Maximize high-value sales into large enterprise accounts across multiple industry sectors
• Cross-sell and upsell, close new business, and build long-term customer relationships
• Act as a thought leader and trusted advisor within assigned strategic accounts
• Understand account structures and hierarchies and identify stakeholder priorities, objectives, and motivations
• Lead complex sales cycles by coordinating Sales Engineering, Marketing, Product, Sales, and Executive Leadership teams
• Manage multi-month sales processes involving multiple stages, evaluations, and approvals
• Break long sales cycles into milestones and continuously track progress
• Communicate and demonstrate the value of the Riverbed Platform, including ROI and long-term business benefits
• Develop and execute account management strategies tailored to each account’s challenges, needs, and goals

Enterprise Sales Executive

General Counsel

• Serve as a strategic legal partner to Sales, Deal Desk, and executive leadership
• Provide expert legal guidance that accelerates enterprise SaaS revenue and supports commercial growth
• Structure, draft, and negotiate complex, high-value commercial agreements
• Manage global enterprise SaaS and cloud services contracts
• Support strategic partnerships, reseller and systems integrator arrangements, and multi-year professional services engagements
• Manage legal risk in sophisticated enterprise transactions
• Balance customer requirements with scalable contracting standards
• Improve deal velocity through fallback positions, contract playbooks, and approval frameworks
• Support large ACV, multi-jurisdictional deals
• Advise on IP licensing, data protection, security, SLAs, indemnities, audit rights, and regulatory compliance

Vice President, Global Channels – Alliances

Solutions Engineer – Federal

Enterprise Sales Executive

Senior Corporate Counsel