Vice President, Global Channels & Alliances
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Management
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Sales
VP of Sales
Job Description & How to Apply Below
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
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 Operations to align direct and indirect go-to-market strategies and maximize partner contribution throughout the customer lifecycle.
- 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…
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