Vice President, Global Channels & Alliances

Riverbed Technology, Inc.; United Kingdom; Remote; GBP 250,000 - 350,000; Full time

Benefits offered by this job

Flexible workplace policies

Learning and development resources

Career progression pathways

Wellness programs

Employee resource groups

Job summary

Riverbed is seeking a Vice President, Global Channels & Alliances to define and execute the worldwide channel strategy, accelerate revenue growth, and drive partner-led customer success. This executive will lead a global channel ecosystem across distributors, VARs, MSPs, GSIs, cloud providers, OEMs, and strategic alliances to maximize partner contribution.

You will recruit, enable, and scale a high-performing global channels organization, align indirect go-to-market plans with Sales, Marketing,

Qualifications

• 15+ years of enterprise technology or software channel leadership experience, including significant responsibility for global or multinational partner organizations.
• Proven success building and scaling global partner ecosystems generating $100M+ in partner-attributed revenue, with direct accountability for revenue, pipeline, and growth.
• Deep expertise across channel sales, strategic alliances, indirect go-to-market models, and cloud and technology partnerships.
• Demonstrated experience developing and managing successful ecosystems encompassing distributors, VARs, MSPs, GSIs, OEMs, cloud providers, and strategic technology alliances.
• Proven ability to build, lead, and develop high-performing global channel organizations, driving operational rigor, organizational effectiveness, and revenue accountability.
• Strong executive presence and relationship-management capabilities, with a demonstrated 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.

Responsibilities

• Define and execute the global channels and alliances strategy, aligning partner investments, coverage, segmentation, and priorities with Riverbed's growth objectives.
• Own channel-sourced and channel-influenced revenue, pipeline, and growth, establishing accountability for forecasting, partner productivity, and overall business performance.
• Build and optimize a high-performing global partner ecosystemspanning distributors, VARs, MSPs, GSIs, cloud providers, OEMs, and strategic technology partners.
• Cultivate executive relationships with strategic global partners, developing joint business plans, co-selling motions, solutions, and go-to-market initiatives that accelerate revenue and market expansion.
• Drive partner recruitment, enablement, activation, and productivity, ensuring partners possess the sales, technical, and services capabilities necessary to successfully position and deliver Riverbed solutions.
• Lead, develop, and scale a high-performing global channels organization, establishing clear performance expectations, operational discipline, and accountability across regional and strategic alliance teams.
• Partner closely with Sales, Marketing, Product, Customer Success, Services, and Operationsto align direct and indirect go-to-market strategies and maximize partner contribution throughout the customer lifecycle.

Job description

Riverbed. Empower the Experience

Riverbed, the leader in AIOps for observability, helps organizations optimize their users’ experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed’s open and AI-powered observability platform and solutions optimize digital experiences and greatly improve IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with our thousands of market-leading customers globally – including 95% of the FORTUNE 100 – we are empowering next-generation digital experiences. Learn more at riverbed.com

Position

Title:Vice President, Global Channels & Alliances

Location:Remote, United Kingdom

The Vice President, Global Channels & Alliances is responsible for defining and executing Riverbed's worldwide channel strategy to accelerate revenue growth, expand market coverage, strengthen strategic partnerships, and drive partner-led customer success.

As a key member of the Revenue Leadership Team, this executive will lead Riverbed's global channel ecosystem, encompassing distributors, value-added resellers (VARs), managed service providers (MSPs), global systems integrators (GSIs), cloud hyperscalers, OEM partners, and strategic technology alliances.

The role is accountable for channel-sourced and channel-influenced revenue, partner profitability, ecosystem expansion, partner enablement, and alignment of the global channel strategy with Riverbed's broader go-to-market objectives. The Global VP will lead a worldwide organization of Channel Account Managers and partner-focused teams responsible for managing the complete partner lifecycle, from recruitment and onboarding through enablement, activation, and revenue growth.

What you will do

• Define and execute the global channels and alliances strategy, aligning partner investments, coverage, segmentation, and priorities with Riverbed's growth objectives.
• Own channel-sourced and channel-influenced revenue, pipeline, and growth, establishing accountability for forecasting, partner productivity, and overall business performance.
• Build and optimize a high-performing global partner ecosystemspanning distributors, VARs, MSPs, GSIs, cloud providers, OEMs, and strategic technology partners.
• Cultivate executive relationships with strategic global partners, developing joint business plans, co-selling motions, solutions, and go-to-market initiatives that accelerate revenue and market expansion.
• Drive partner recruitment, enablement, activation, and productivity, ensuring partners possess the sales, technical, and services capabilities necessary to successfully position and deliver Riverbed solutions.
• Lead, develop, and scale a high-performing global channels organization, establishing clear performance expectations, operational discipline, and accountability across regional and strategic alliance teams.
• Partner closely with Sales, Marketing, Product, Customer Success, Services, and Operationsto align direct and indirect go-to-market strategies and maximize partner contribution throughout the customer lifecycle.

What makes you an ideal candidate

• 15+ years of enterprise technology or software channel leadership experience, including significant responsibility for global or multinational partner organizations.
• Proven success building and scaling global partner ecosystems generating $100M+ in partner-attributed revenue, with direct accountability for revenue, pipeline, and growth.
• Deep expertise across channel sales, strategic alliances, indirect go-to-market models, and cloud and technology partnerships.
• Demonstrated experience developing and managing successful ecosystems encompassing distributors, VARs, MSPs, GSIs, OEMs, cloud providers, and strategic technology alliances.
• Proven ability to build, lead, and develop high-performing global channel organizations, driving operational rigor, organizational effectiveness, and revenue accountability.
• Strong executive presence and relationship-management capabilities, with a demonstrated 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.

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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