Inside Channel Account Representative
Riverbed Technology, Inc. - Austin, TX

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Inside Channel Account RepresentativeRiverbed is changing the way enterprises work. Using Riverbed’s unique Wide-area Data Services technology, distributed workforces can collaborate as if they were local, and IT can effectively consolidate infrastructure at the same time. Riverbed Technology is the leader in wide-area data services (WDS), a fast-growing product category that enables distributed organizations to accelerate applications, consolidate IT infrastructure and simplify IT management processes. The Steelhead appliance simultaneously addresses network, application and storage limitations in order to provide orders-of-magnitude improvements in application performance.

Riverbed’s Steelhead appliances provide the highest level of performance across the broadest range of applications over WANs, accelerating applications by up to 100 times, and reducing WAN traffic by up to 95%.The primary function of the Inside Channel Account Representative role is to drive, manage, facilitate, and expand new business opportunities within the assigned service provider/system integrator. These activities include initiating, qualification, and coordination of new and existing sales opportunities through a broad set of solution, consultative, and relationship selling. In addition, the role serves as a critical liaison between the Riverbed Field Sales organization, ISR’s, TCSM’s, Sales operations, and global distribution to assist in the execution and delivery of managed services and resale deals.The Inside Channel Account Representative should possess strategic and functional expertise in both the positioning and integrating of Riverbed product portfolio and services within the assigned SI/SP. This role will also have the responsibility to coordinate Riverbed’s CRM, business, and operations applications in support of the SI/SP channel objectives.Responsibilities include: • Act as a key facilitator between the SI/SP account team, Riverbed field sales organization including discovery, introductions, proposals, quoting, order process, deal and pipeline tracking, eval tracking, and BOM’s• Contribute to account plan development and growth by strategically mapping SI/SP accounts with account team and Riverbed field sales teams to identify potential opportunities• Follow-up w/ inbound leads/inquiries and participate in lead generation activities as necessary• Utilize Riverbed CRM to: manage the weekly forecasting process with account and field teams, maintain contacts/distribution list database, track evaluation unit status, and review key support contracts & renewals• Work closely with account teams and SI/SP engagement managers to help build pipeline by looking for trade-up/cross-sell opportunities in dormant or existing accounts.

Also, be able to understand the partner practice areas and opportunities to embed Riverbed solutions.• Deliver call scripts (Riverbed’s core value proposition) and continued education/training (including web based presentations) to local SI/SP call centers to help develop small business opportunities.• Work together with Riverbed channel marketing team to review value proposition and messaging in direct marketing communications and presentations• Administer training and ongoing communication to riverbed field sales teams regarding SI/SP rules of engagement, best practices, and updates. Facilitate/monitor progression of Partner with program requirements.• Provide ad hoc support for SI/SP including updating price lists.Education & Work Experience: • Bachelor’s degree in Computer Science, Information/ Business Management or similar field • Minimum of 3-5 years performing inside technology sales• Experience working with large system integrators/service providers a plus• Sound oral and written communication, as well as presentation skills a must • Strong track record of achievement of business goals, including on-target sales achievement • Excellent organizational skills, exceptional work ethic, and strong sense of accountability• In-depth experience and knowledge of business-driven technology solutions required • Experience working with account teams across the world• Ability to work with functional groups including sales operations, accounting, IT, and legalRiverbed Technology, Inc. is a San Francisco Company near CalTrain, Muni and BART, with excellent salary, options and benefits. We are an equal opportunity employer.