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Vp, Apj Sales

Riverbed Technology, Inc. - The Rocks, NSW

Source: uWorkin


Riverbed enables organizations to maximize performance and visibility for networks and applications, so they can overcome complexity and fully capitalize on their digital and cloud investments. The Riverbed Network and Application Performance Platform enables organizations to visualize, optimize, remediate and accelerate the performance of any network for any application. The platform addresses performance and visibility holistically with best-in-class WAN optimization, network performance management (NPM), application acceleration (including Office 365, SaaS, client and cloud acceleration), and enterprise-grade SD-WAN. Riverbed’s 30,000+ customers include 99% of the Fortune 100.

We are seeking an inspirational and passionate people leader to run our sales function in APJ. Reporting to the Chief Operations Officer, this role is responsible for direct and channel sales, as well as pre-sales engineering and professional services. Depending on the ideal candidate, the position can be located in either Sydney or Melbourne.

Key Responsibilities

  • Drive an exceptional sales strategy and develop strategic account planning initiatives to penetrate the market and achieve sales goals
  • Increase top-line revenue through generation of scalable, repeatable, structured client and partner relationships.
  • Develop short and long term market forecasts through market analysis and interpretation of data
  • Prepare and execute tactical sales plans for current and new opportunities with all products
  • Drive execution of the sales processes and work with other sales leaders to develop partner programs that can be leveraged across the channel
  • Continually develop and mentor sales staff and direct reports to achieve success and meet the overall goals for Riverbed globally by driving success in the APJ region
  • Continually assess and upgrade the talent and capabilities of the field organisation to better enhance long term growth success
  • Maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing motivating incentive tools.
  • Implement and leverage current tools for sales and operational training to enhance the team’s efficiency and success
  • Sales forecasting accountability for APJ. Manage the budget within plan, and adjust in line with sales performance
  • Drive the recruiting process in partnership with Talent Acquisition, HR, Finance and Sales Operations for APJ.

Key requirements

The ideal candidate will be an inspirational and passionate people leader. They will have a successful track record of leading and managing regional and/or global sales organisations preferably within technology companies and will possess the following:

  • Previous experience in leading sales leaders and individual contributors; developing teams and businesses towards sustainable growth with demonstrated year-on-year growth trends
  • Superior sales execution, operational and negotiation skills. Ability to draw on personal experience and get directly involved in the process/cycle to support and manage the team in closing complex sales
  • Proven success with a non-standard selling model eg monetizing cloud, expanded selling channels and multi-product solutions strategy
  • Experience directing, managing, and growing an organisation of over 35 people to scale for a multi-faceted sales organisation while consistently increasing revenues
  • Developed management experience in a leadership role with a large, global or multi-regional sales organisation
  • Willingness to travel and work across different time zones
  • Superior leadership skills and the ability to motivate, develop, and inspire the team while creating a highly empowered organisation
  • Entrepreneurial style, one that looks to become personally involved in all elements of managing his/her functional responsibility, and someone who seeks to develop senior managers with similar capabilities
  • A compelling leadership style that combines exceptional people management skills, program management, business and technology expertise with a style that inspires confidence in Riverbed and its products
  • Demonstrated leadership capabilities that include hiring, managing, developing and motivating a high calibre team
  • Extensive network within APJ at various verticals and companies including partners and distributors
  • Experience working with distributed sales teams that include virtual and remote team members
  • Evidence of progressive success in a high growth sales environment

Riverbed offers a rewarding experience of working with the best minds in the industry, delivering exceptional network performance and visibility for any application. We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments. We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers.

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