Riverbed Technology, Inc. Enterprise Channels Sales Manager - Japan in Tokyo, Japan

Riverbed solutions help companies transition from legacy hardware to a new software-defined and cloud-centric approach to networking and application delivery for the digital age. The Riverbed Application Performance Platform™ takes Riverbed’s SD-WAN solution for agile networking that really works, and adds to this digital backbone industry-leading solutions for WAN optimization and hybrid networking, for branch IT orchestration, and for end-to-end visibility from device to cloud. All these solutions are integrated in a flexible, modular, digital architecture that delivers any apps, data and services from any public or private cloud across any network to any end-point, with the best possible user experience as determined by business policy.

Riverbed is a pre-IPO opportunity with over $1 billion in revenue headquartered in San Francisco with branch offices around the globe.

Enterprise Channel Sales Manager - Japan

Job Description

As an Enterprise Channel Sales Manager, you are responsible for selling Riverbed Products and Solutions through the assigned partners and interacting directly with Japan sales teams. You will be working closely with the Japan Enterprise sales and SE team.

Essential to success in this role is the ability to build strategic partnerships with new Riverbed enterprise/alliance channel sales partners and to maximize growth of Riverbed products and solution selling thru such partnerships. This will be achieved shoulder to shoulder with the native Riverbed team in Japan and APJ/corporate providing support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would be working very closely with the key stake-holders in Japan, VPs and Directors and have a large amount of influence on sales team decisions and initiatives across the Japan region.


  • Drive revenue and bookings growth through the named enterprise/alliance partners.

  • Operational Activities Track/ Manage DR, Review Forecast with channel partners & Riverbed Teams, track Pipeline build weekly, Quarterly QBR with Territory Teams & at an Executive Level

  • Biz Dev Activities Build & Execute Plans by Territories with Channel Partners & Riverbed team on Customer Engagements, Identifying Key Deals to Win & ensure teams are aligned, Focused Partners to engage in building coverage, Leverage channel partners sales force to reach out to the customers beyond reach of Riverbed sales force.

  • Enablement Activities - Channel Partner Sales Teams in collaboration with Riverbed sales teams

  • Conflict Management & Collaborate DR Issues, Pricing Decisions, Work in the best interests of the relationship between channel partners & Riverbed, Collaborate with Riverbed reps on maximizing sales Pipeline

  • Executive Coverage Periodical Meetings with executives from key channel partners to update & identify the areas to grow the relationship

  • Help enterprise/alliance partner to respond to strategic RFP's and follow up with prospects.

  • Develop an account plan to sell to enterprise/alliance partner customers based on their business needs.

  • Build and strengthen the business relationship with current accounts and new prospects together with the enterprise/alliance partner and the Riverbed sales team.

  • Provide status information to your Manager including forecast/pipeline information for the business through the enterprise/alliance partner.

  • Provide, or facilitate training opportunities for your enterprise/alliance partner and relevant key channels.

  • Provide product feedback back to engineering to improve Riverbed solution for the enterprise/alliance partner.

  • Train and enable relevant partner technical and sales teams.

  • Understand and help with basic architecture, design, RFP reply and product demonstrations.

  • Provide, or facilitate training opportunities for your enterprise/alliance partner and relevant key channels.


  • Strong verbal and written communications skills including presentation skills – Japanese & English

  • Experience in developing and managing large Japanese alliance/enterprise partners with proven track record – Fujitsu, NEC, NTT, CTC, etc.

  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development of both Riverbed and the enterprise/alliance partner.

  • Experience with target account selling, solution selling, and/or consultative sales techniques

  • An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape.

  • Track record of exceeding assigned sales quotas in contiguous, multiple years.

  • Thorough understanding of sales engineering techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals.

  • Has strong technical storage background, preferably have worked for a tier 1 storage vendor.

  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the enterprise/alliance partner and field organization (Sales Engineers and Sales reps).

Qualifications and Experience:

  • 15+ years of sales and business development experience preferred.

  • Experience that demonstrates a strong level of expertise in technical specifications required to sell Riverbed products and services is required.

  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the enterprise/alliance partner and field organization (Sales Engineers and Sales reps).

  • Bachelors Degree or equivalent experience

If you are a high-achiever who wants to be part of a dynamically growing, billion dollar plus company, then you should look closely at Riverbed. We offer the rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications. The company has been recognized multiple years for attracting and retaining today’s top talent as a great place to work by Glassdoor, Fortune magazine’s 20 Great Workplaces in Tech and by numerous other publications.

Learn more at www.riverbed.com.

Riverbed is proud to be an affirmative action (AA) and equal employment opportunities (EEO) employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.


Req No.: 2018-4375

External Company Name: Riverbed Technology, Inc.

External Company URL: http://www.riverbed.com/