Riverbed Technology

Community Manager

• Develop and execute a strategic sales plan to drive revenue growth
• Recruit, lead, and manage a team of Major Account Executives
• Cultivate and maintain strong executive-level relationships
• Serve as a trusted advisor aligning Riverbed solutions
• Track, analyze, and report on sales performance metrics
• Coach and develop the team to achieve quarterly revenue targets
• Lead from the front–supporting strategic sellers in complex sales cycles

Regional Director – DoD, Intelligence Community Sales

Sales

• Develop and execute a strategic sales plan to drive revenue growth within DOD agencies.
• Recruit, lead, and manage a team of Major Account Executives, responsible for selling the Riverbed Platform to DOD agencies.
• Cultivate and maintain strong executive-level relationships with key government stakeholders and within DOD agencies.
• Be a trusted advisor, understanding DOD customers’ objectives and requirements, then aligning our solutions to address their business needs.
• Direct the development and alignment of key account plans.
• Help lead contract negotiations for business-critical accounts.
• Track, analyze, and report on sales performance metrics.
• Coach and manage the team to build short- and long-term pipeline that ensures attainment of quarterly revenue goals.

Regional Director, DOD Sales

• Driving strategic and creative opportunities to increase our total value to the partner, including the revenues they derive from product sales, renewals, and pull-through sales of other products
• Building GTM alignment and business plans that are aligned with the partner GTM and have fixed, firm financial goals
• Ability to work with multiple personas across the partner, including senior leadership, architects, GTM, Marketing, Sales, and Technical
• Assigning leads to key partners and tracking to close
• Developing programs that offer solutions to partners’ customer installed base
• Embedding Riverbed in partners’ reference architecture
• Building a UK-specific strategy and plan – predominantly on the DEX/User Experience Market
• Collaborating proactively with Riverbed’s Observability Sales teams to drive incremental revenue through account planning
• Driving portfolio training and other activities to gain mindshare with the partner’s sales team
• Understanding partners' key goals and objectives and coming to an agreement on mutual goals and alignment.

Channel Sales Manager

Outside Sales

• Drive consistent execution of core sales operations processes, monitor performance against key operating cadences, and ensure timely, accurate delivery of recurring business activities.
• Support quarterly and annual sales planning processes through disciplined execution of coverage, quota, and operational workflows, ensuring alignment, accuracy, and timely delivery.
• Own standard and ad hoc forecasting and reporting for the Americas and Federal geographies; improve forecast accuracy, reporting cadence, data integrity, and adoption of reporting outputs.
• Act as the subject matter expert for Rules of Engagement, account coverage, and opportunity management processes; support disciplined account planning and close planning through clear process guidance and operational follow-through.
• Refine, document, and continuously improve core sales processes to increase productivity, reduce friction, and ensure clear, scalable operating procedures across the sales organization.
• Support quota setting and compensation administration through accurate documentation, system updates in Salesforce (SFDC), and timely communication of approved changes to the Commissions team.

Field Sales Operations Director

Account Executive

• Maximise high-value sales into the Federal Government and its agencies & subsidiaries
• Cross-selling, upselling, closing new business, and building long-term relationships
• Position oneself as a thought leader and trusted advisor within assigned strategic accounts
• Understanding their structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders
• Prospect Enterprise accounts within mixed verticals, generate interest, qualify and develop new business
• Lead a complex sales cycle, orchestrating and leveraging cross-functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership)
• Successfully manage a multi-month sales process, consisting of multiple stages, evaluations, and approvals
• Break a long sales cycle down into smaller milestones and continuously track your progress
• Communicate and demonstrate the value of the Riverbed Platform, highlighting the ROI

Enterprise Sales Executive – Federal Government

Solutions Engineer

• Serve as the technical subject matter expert throughout the sales process.
• Owning and managing various pre-sales activities – including technical presentations, demonstrations, and proof of concept projects.
• Collaborate with the Sales team, jointly owning the sales cycle and account plan.
• Help to drive deeper & wider into the account – identifying requirements for additional resources from other departments within the customer, customer alternatives (i.e., other means of handling their current requirements), and potential internal sponsors.
• Understand and document customer business & technical requirements and use them to create value-based proposals, addressing business drivers & pain points – guiding the technical sales cycle towards a technical close & a business win.
• Build and increase Riverbed’s relevance with customers by qualifying customer’s needs, desired outcomes & benefits and positioning the breadth of the Riverbed Solution portfolio in context to it.

Ecommerce

• Act as a senior technical SME for Aternity Digital Experience solutions across SaaS and hybrid environments
• Lead complex Aternity engagements including EUE deployments, advanced dashboards, alerting, and cross-domain analysis
• Design and validate enterprise-scale Aternity architectures aligned to customer goals and operating models
• Resolve high-complexity issues requiring deep EUE platform, performance, and experience-analytics expertise
• Champion the business value of Riverbed solutions through visibility, and business outcomes
• Analyze customer IT organizations, requirements, and processes to drive adoption and utilization of Riverbed solutions and maximize ROI and business value
• Deliver Aternity primarily in SaaS operating models, ensuring stability, scalability, and operational readiness
• Guide customers on DEX operating models, SaaS best practices, and long-term adoption strategies
• Translate business and IT objectives into measurable experience and productivity outcomes
• Own transition planning from a DEX and platform perspective, including architecture, sequencing, risks, and dependencies
• Ability to engage credibly with senior customer stakeholders
• Lead or support on-prem to SaaS transitions for Aternity customers, particularly in regulated or secured environments
• Partner with security, engineering, and delivery teams to ensure transitions are completed smoothly and securely
• Lead customer workshops covering DEX strategy, SaaS architecture, migration readiness, and success criteria

Senior Performance Consultant – Digital Experience, SaaS Transitions

• Maximize high-value sales into Federal Intelligence Agencies.
• Cross- and up-selling, closing new business, and building long-term relationships.
• Position oneself as a thought leader and trusted advisor within assigned accounts.
• Understanding their structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders.
• Lead a complex sales cycle, orchestrating and leveraging cross-functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership) ensuring alignment throughout the sales journey, while delivering business value and maximizing customer satisfaction.
• Successfully manage a multi-month sales process, consisting of multiple stages, evaluations and approvals.
• Breaking a long sales cycle down into smaller milestones and continuously tracking your progress.
• Communicate and demonstrate the value of the Riverbed Platform, highlighting the ROI, and building a business case that helps decision-makers understand the long-term benefit of the platform.
• Implement and execute an effective account management strategy. Understanding each account’s unique challenges, then tailoring a solution that aligns to their needs and goals.

Major Account Executive – Intelligence Agencies

Customer Success Manager

• Drive measurable customer outcomes through disciplined program management
• Ensure customers realize verified value from purchased solutions
• Mobilize internal resources for effective cross-functional leadership
• Identify risks early and build structured recovery plans

Senior Customer Success Manager

• drives measurable customer outcomes through disciplined program management of Success Plan and Get Well Plan execution
• ensures customers realize verified value from the solutions they have purchased by orchestrating cross-functional resources
• proactively identifying risks, escalating when necessary, and maintaining accountability to defined outcome objectives
• serves as the central point of coordination, governance, and momentum to ensure customer success is intentional, measurable, and achieved

Federal Customer Success Manager

Consultant

• Writing and maintaining complex PowerShell scripts and modules to automate repetitive administrative tasks (user provisioning, patching, backups)
• Creating and optimizing scripts for configuration management, deployment pipelines (CI/CD), and system monitoring
• Developing custom cmdlets and functions to extend PowerShell functionality for specific organizational needs
• Developing Liquid templates to meet customer requirements in Runbooks
• Integrating PowerShell scripts with Microsoft Azure (Azure PowerShell), Office 365, SharePoint, Active Directory, and other Microsoft services
• Collaborating with DevOps, system administrators, and security teams to standardize automation practices and enforce compliance
• Debugging and troubleshooting scripts, analysing errors, and ensuring idempotency and error handling
• Documenting scripts, modules, and automation workflows for future maintenance and knowledge sharing
• Implementing security best practices in scripts: credential management, secure string handling, and execution policy adherence
• Monitoring and optimizing script performance, minimizing execution time, and reducing resource consumption
• Staying current with PowerShell versions, new cmdlets, Desired State Configuration (DSC), and emerging automation tools (Azure Automation, Desired State Configuration)

Performance Consultant – Automation Specialist

Manager

• Lead and manage a team of customer-facing technical consultants, with direct accountability for recruiting, hiring, onboarding, coaching, performance management, and professional development
• Own end-to-end delivery execution, ensuring projects are delivered on time, within scope, and aligned to federal customer objectives and mission outcomes
• Provide hands-on leadership across the full services lifecycle—from onboarding and implementation through steady-state delivery and lifecycle management
• Partner closely with Sales and Solutions teams on services scoping, delivery planning, and pre-sales activities to set clear expectations and ensure successful transitions
• Support ROI development and value realization reporting throughout the engagement lifecycle
• Serve as a senior delivery leader in customer-facing forums, including QBRs, Monthly Status Reviews, and executive briefings
• Forecast and manage resource capacity, bookings, and utilization across cleared and non-cleared resources
• Maintain ownership of department financials, including margin performance, contractor usage, and delivery cost controls
• Establish and enforce delivery standards, operational processes, and performance expectations; proactively address performance risks and manage underperformance when required
• Act as an escalation point for complex delivery or customer issues, ensuring timely resolution and customer satisfaction
• Foster a high-performance, collaborative team culture aligned to business goals, customer success, and compliance requirements
• Make sound, timely decisions that balance customer needs, employee wellbeing, and company objectives

Manager, Professional Services – US Federal Delivery

Security Engineer

• Accountable for ensuring customers realize verified value from the Aternity platform
• Serve as the central point of coordination and leadership for customer outcomes—translating business objectives into structured success plans
• Proactively manage risk, and mobilize internal teams to drive adoption, retention, and growth
• Own customer retention, satisfaction, and expansion, driving long term value and partnership
• Translate customer business goals into structured Success Plans with milestones, owners, timelines, and measurable outcomes
• Guide customers through adoption and optimization of Aternity’s real user monitoring, application performance, and digital experience insights
• Monitor customer health, adoption signals, and risk indicators; proactively build and execute Get Well Plans when needed
• Lead executive level conversations with credibility, including value reviews and strategic roadmap alignment
• Identify and mitigate risks early, escalating with clear context, impact, and recommended actions
• Collaborate cross functionally with Sales, Product, Engineering, Support, and R&D to deliver a unified customer experience
• Act as the voice of the customer, contributing insights and feedback that influence product direction and roadmap
• Support renewal and growth motions by connecting usage, outcomes, and business value
• Work remotely with occasional travel for strategic, high impact customer engagements

Regional Director – DoD, Intelligence Community Sales

Regional Director, DOD Sales

Channel Sales Manager

Field Sales Operations Director

Enterprise Sales Executive – Federal Government

Field Sales Operations Director

Solutions Engineer

Senior Performance Consultant – Digital Experience, SaaS Transitions

Major Account Executive – Intelligence Agencies

Senior Customer Success Manager

Federal Customer Success Manager

Performance Consultant – Automation Specialist

Manager, Professional Services – US Federal Delivery

Customer Success Manager – Security Clearance Needed