Vice President, Sales - West

Riverbed. Empower the Experience 

Riverbed transforms data into actionable insights and accelerates performance so organizations can deliver a seamless digital experience and drive enterprise performance. Riverbed is the only company with the collective richness of telemetry from network to app to end user, that illuminates and then accelerates every digital interaction. Riverbed offers two industry-leading portfolios: Alluvio by Riverbed, a differentiated Unified Observability portfolio that unifies data, insights, and actions across IT, so customers can deliver seamless, secure digital experiences; and Riverbed Acceleration, providing fast, agile, secure acceleration of any app, over any network, to users anywhere.

Together with our thousands of partners, and market-leading customers globally – including 95% of the FORTUNE 100 –, we empower every click, every digital experience.

About this Position 

Title: Vice President, Sales - West

Location: Remote/Home Office - Central or Western US | California, Texas, Illinois, Washington, or Arizona preferred

Riverbed Technology is seeking a Vice President, Americas, Western region who will be responsible for sales leadership and management of continued growth, through aggressively growing top-line revenues through generation of scalable, repeatable, structured client and partner relationships and embracing the operational challenges of leading a sales organization through its next stage of growth.

With our expanded portfolio of cloud-centric solutions, we see expanded growth opportunities in the Enterprise Sales market in the western region. Overall, the Vice President, Americas Sales will significantly impact Riverbed’s growth plans, both in the near term and the long term. While there are several near-term, tactical deliverables, this executive will also play a major role in shaping the long term go to market strategy to capture the enterprise business.

Responsibilities:

Strategically and tactically drive sales through Enterprise market; refine and bring strategic leadership to the current sales team to achieve overall revenue and growth objectives for the Company. The most important measure of performance for this Vice President is the quality of the strategy and the attainment of sales, market share, and profit objectives.

Factors associated with this overriding objective are:

• Develop, execute and own enterprise market strategies for Riverbed’s sales plan within western region.
• Execute revenue bearing, high value relationships with appropriate ecosystem partners.
• Refine and bring structure, process, accountability, and leadership to existing enterprise market program to attain more visibility and stronger leverage with current clients.
• Meet existing clients to determine fit and assess progress and mutual commitments.
• Define new client strategies and programs to maximize market opportunities and avoid or manage client conflict.
• Prepare and execute tactical sales plans for current and new opportunities for Riverbed’s solutions portfolio. Develop a selling plan to close new clients toward identified goals, set by quarter and by region.
• Establish tangible objectives, revenue goals, and priorities, and create performance measures.
• Establish and/or evolve effective discount programs and inclusive value-add incentives. Maintain and/or improve margins.
• Work with marketing to develop go-to-market programs.
• Be the Company’s Chief Salesperson when it comes to enterprise relationships, know the VARs, distributors, SIs, and Service Providers, and own high-level relationships within these partners.
• When appropriate, be the front person in closing important deals and act as the key figurehead for the Riverbed organization.
• Communicate accurate and realistic forecast information to the SVP, Americas Sales and other sales leaders.
• Meet or exceed revenue targets jointly developed with the SVP, Sales and be accountable for results.
• Establish regular review meetings with both the Company and key business stakeholders
• Continue to build and evolve the enterprise market from a structural and operational standpoint.
• Continually assess and upgrade the talent and capabilities of the field organization to better enhance long term growth success
• Work closely with Sales Operations and Field Sales to ensure consistency and effectiveness across compensation plans, channel metrics, forecast systems, applications and tools, and other Company policies and procedures.

Qualifications:

• The ideal candidate will be first and foremost, a leader. They will have a successful and progressively responsible track record of leading and managing sales organizations within technology companies.
• Experienced enterprise thought leader who can take ownership and responsibility for the market; must have worked in a senior enterprise sales capacity in a large, growing organization of significant scope and revenue ($75M +).
• Extensive experience leading sales leaders and individual contributors; developing teams and business to new levels. Inspirational and passionate people leader with the ability to draw on personal experience and get directly involved in the process/cycle to support and manage the team, in closing complex sales.
• Able to strategically identify and build key relationships.
• Proven success in delivering annual revenue targets with demonstrated year-over-year growth trends
• Proven ability to significantly ramp revenue, and a record of managing organizations that deliver targeted sales and market share numbers.
• Capable of building a sales plan that includes organization, functional requirements and associated costs, quotas, forecasts, and commits. Can participate with executive management to ensure that these plans are an integral part of Riverbed’s corporate business plan.
• Proven ability to build and ramp the sales organizations in a scalable fashion for a multi-faceted sales organization while consistently increasing revenues.
• Proven success with a non-standard selling model (i.e., monetizing cloud, expanded selling channels, multi-product solutions strategy, etc.)
• Superior management skills and the ability to motivate, develop, and inspire the team while creating a highly empowered organization.
• Hands-on and entrepreneurial style, one that looks to become personally involved in all elements of managing his/her functional responsibility, and someone who seeks to develop complementary senior managers with similar capabilities.
• A compelling leadership style that includes exceptional people management skills, program management, business and technology expertise with a style that inspires confidence in Riverbed and its solutions.
• Superior communication and negotiation skills.
• Must feel at ease when negotiating large business deals at executive levels and driving them to closure. Experience working with complex contracts is considered a must.
• Demonstrated leadership capabilities, including hiring, managing, and motivating a high caliber team.

This position is based in the Company's West region with the duties of the position expected to be performed in Washington, California, Idaho, Nevada, Arizona, Utah, New Mexico, Colorado, North Dakota, South Dakota, Nebraska, Kansas, Oklahoma, Texas, Louisiana, Arkansas, Mississippi, Missouri, Iowa, Minnesota, Montana, Wisconsin, and Illinois. As such, the Company is solely considering applicants who reside in the foregoing states.

The salary range for this position is $400,000 to $480,000. An individual's particular compensation will be determined by the Company, in its sole discretion, in light of the individual's geographical location, education, training, and/or experience.

Why Join Riverbed 

With a 20-year history of innovation, Riverbed is agile, yet proven, and we are disrupting the market with differentiated solutions that enable our customers to deliver secure, seamless digital experiences and accelerate enterprise performance While we are a ‘customer-first’ company, we are all about our people with a shared commitment to creating a global impact. We bring our best selves to work and pursue excellence, trust, and respect for one another. We welcome diversity and value and encourage transparency and open communication throughout the company. We strive to be an inclusive, fair, and enjoyable workplace for our people globally and care about their wellbeing. 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.

We want people of all backgrounds to see themselves represented and included in our work, so we actively seek to diversify our team and bring more voices to the table. We understand that when people can be themselves, more is possible. We would love to have more people on board to join us on our journey to be better every day! So, come speak with us about career possibilities at Riverbed.

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.

Riverbed encourages all of its U.S. employees to be fully vaccinated for COVID-19, but does not presently require its U.S. employees to be fully vaccinated unless such vaccination is required by applicable law or the duties of the specific position. If a specific position requires an employee to be fully vaccinated because of either applicable law or the duties of the position, then the offer of employment will be expressly conditioned on the individual being fully vaccinated for COVID-19 on or prior to their start date and providing proof of such vaccination unless the individual is legally exempt.   

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