Channel Account Manager

Riverbed Technology, Inc.; Paris; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Flexible workplace

Wellness programs

Learning & development

Career progression

Community engagement

Job summary

Riverbed Technology, Inc. is seeking a seasoned Channel Account Manager to lead our strategic relationship with Orange Business in France, based in Paris. The role is hybrid, centered at the La Défense office, with a strong emphasis on partner collaboration and revenue growth.

You will drive co-sell motions, manage key partner executives, and coordinate with regional sales teams to build a France-wide channel strategy and accelerate observability solutions adoption.

Qualifications

• Senior partner management experience with executives
• Strong strategic thinking and execution mindset
• Excellent communication and collaboration with sales and technical teams

Responsibilities

• Work closely with existing partners (Orange Business, Kyndryl, Axians)
• Drive strategic opportunities to increase partner revenues from product sales, renewals, and pull-through sales
• Collaborate with partner personas across leadership, architects, GTM, marketing, sales and technical
• Assign leads to key partners and track to close
• Build a France-specific channel strategy focused on DEX/User Experience market
• Partner with Regional Sales Directors to set and execute channel strategy
• Collaborate with Riverbed observability sales teams to drive incremental revenue through account planning
• Drive portfolio training to gain mindshare with partners' sales teams
• Advise on industry trends and opportunities for long-term growth
• Understand partners' goals and align mutual objectives

Skills

Partner management

Strategic planning

Stakeholder collaboration

Sales leadership

Job description

Position

Title: Channel Account Manager

Location: Hybrid from the Paris office

This position is hybrid, based at Riverbed's Paris offices in La Défense three days per week. We are solely considering applicants who reside within commuting distance of that location.

Riverbed is looking for a seasoned Channel Account Manager to lead the strategic relationship with Orange Business globally for Riverbed. In this role, you’ll support Orange in defining its solutions strategy and collaborate with them to deliver innovative IT solutions, improving performance, visibility, and security, and to develop & enhance their Observability & User Experience Management practice.

To be considered for this role, you need to have relationships with current Orange Business employees and be working with them presently or very recently.

What you will do

• Work closely with existing partners (Orange Business, Kyndryl, and Axians)
• Driving strategic and creative opportunities to increase our total value to partners, including the revenues they derive from product sales, renewals, and pull-through sales of other products
• Work with multiple personas across the partner, including senior leadership, architects, GTM, marketing, sales, and technical
• Assigning leads to key partners and tracking to close
• Build a France-specific strategy and plan - predominantly on the DEX/User Experience market
• Work in partnership with Regional Sales Directors to set and execute channel strategy
• Collaborate proactively with Riverbed's observability sales teams to drive incremental revenue through account planning
• Drive portfolio training and other activities to gain mindshare with partners' sales teams
• Advising on trends in our industry, best practices among other partners, and opportunities for long-term growth
• Understanding partners' key goals and objectives and agreeing on mutual goals and alignment.

What makes you an ideal candidate

• Senior partner management experience (engagement with executives, holding workshops, quarterly reviews, opportunity management)
• History & credibility with Orange Business France and a strong understanding of its organisation, having already worked with key executives with easy access to them (no or very limited exposure to OBS will immediately make you unsuitable for this role)
• A strategic thought process and an on-the-ground doing mindset, with a strong appetite to connect and orchestrate both sales organisations to work together
• Excellent communication and collaboration skills combined with a sense of urgency to drive revenue generation
• Metric-oriented and comfortable presenting trackable results quarterly
• Creative thinking skills are required to resolve channel conflict while accelerating partner relationships
• Business planning proficiency
• Ability to travel within assigned territory.

What we offer

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent.

In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees.

Benefits & Perks vary by Country.

About Riverbed

With a 20-year history of innovation, Riverbed is agile and proven-and we continue to disrupt the market with differentiated solutions that help customers deliver secure, seamless digital experiences and accelerate enterprise performance. We are relentlessly customer-first: we listen, learn, and act with urgency to solve real problems and earn trust every day. We pair bold ideas with operational efficiency, simplifying how we work, focusing on what matters most, and delivering with quality and speed. Fueled by a will to win, we set ambitious goals, hold ourselves accountable, and raise the bar through measurable outcomes. At the center of it all are our people-bringing our best selves to work with a shared commitment to excellence, transparency, and open communication. We strive to be an inclusive, fair, and enjoyable workplace where respect and wellbeing are prioritized. We are committed to our people, partners, and customers while supporting the communities where we work and live. It's the Power of WE that binds us together and drives high-impact success.

Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws.

Check us out on:

www.riverbed.com

@LifeAtRiverbed

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