Vice President, Global Channels – Alliances
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Job Description
Vice President leading Riverbed’s global channels and alliances strategy for AI-powered observability and acceleration solutions. Driving partner revenue, ecosystem growth, and worldwide channel organization performance.
Responsibilities:
- 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
Requirements:
- 15+ years of enterprise technology or software channel leadership experience
- Significant responsibility for global or multinational partner organizations
- Proven success building and scaling global partner ecosystems generating $100M+ in partner-attributed revenue
- Direct accountability for revenue, pipeline, and growth
- Deep expertise across channel sales, strategic alliances, indirect go-to-market models, and cloud and technology partnerships
- Experience managing ecosystems encompassing distributors, VARs, MSPs, GSIs, OEMs, cloud providers, and strategic technology alliances
- Ability to build, lead, and develop high-performing global channel organizations
- Strong executive presence and relationship-management capabilities
- Ability to influence and engage C-level executives internally and across strategic partner organizations
- Experience within enterprise SaaS, networking, observability, cybersecurity, infrastructure software, or other recurring-revenue technology environments
Benefits:
- Flexible workplace policies
- Employee resource groups
- Learning and development resources
- Career progression pathways
- Community engagement initiatives
- Global employee wellness programs supporting physical, emotional, and financial well-being
- Equal employment opportunities in accordance with applicable laws
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