Vice President, Sales Apj

Riverbed. Empower the Experience:
Riverbed, the leader in AI observability, helps organizations optimize their user’s experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed’s open and **AI-powered observability platform** and solutions optimize digital experiences and greatly improves IT efficiency. Riverbed also offers industry-leading **Acceleration solutions** that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with our thousands of market-leading customers globally - including 95% of the FORTUNE 100 - we are empowering next-generation digital experiences.

Position:
**Title**: Vice President (VP) Sales, APJ

**Location**: Hybrid - Sydney, Australia

Reporting to our Chief Revenue Officer, the Vice President, Sales APJ will be responsible for the overall business and integrated support teams for Riverbed’s APJ region. This role will be responsible for the overall development, direction, management, and execution of the regions business revenue, along with customer growth and retention. We are seeking a visionary, transformational leader who can create new strategies to drive continued expansion and growth across the Federal market, through deep knowledge, inspection and directive of sales and marketing initiatives.

This position will significantly impact Riverbed’s growth plans, both in the near
- and long-term. While there are several near-term, tactical deliverables, this individual will play a major role in shaping the long-term go-to-market strategy across one of Riverbed's major sales theaters.

What you will do:

- Develop, execute, and own the market strategies for Riverbed’s business plan.
- Meet or exceed revenue targets jointly developed with the Chief Revenue Officer.
- Refine and bring structure, process, accountability, and leadership to existing APJ market program to attain more visibility and stronger leverage with current Federal clients.
- Define new client strategies and programs to maximize market opportunities and avoid or manage client conflict.
- Establish tangible objectives, revenue goals, and priorities, and create performance measures. Develop a selling plan to close new clients toward identified goals, set by quarter and by region.
- Communicate accurate and realistic forecast information to the Chief Revenue Officer and Executive Leadership.
- Work with marketing to develop go-to-market programs.
- Be the Company’s Chief Salesperson when it comes to regional 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
- Continue to build and evolve the APJ market from a structural and operational standpoint.
- Have a deep understanding of the key APJ business, clients, partners and provide executive level support in closing key strategic opportunities.
- Create a culture of success and ongoing business and goal achievement while leveraging Federal Sales Leaders to drive success of their teams.
- Champion an agile culture that promotes growth, setting the standard, and alignment to company goals.
- Provides leadership to the sales team, while fostering a culture of accountability, ownership, high-performance, and ethical behavior.
- In accordance with the Company’s business plan, recruit, develop, mentor, organize, and manage a high-performance team.
- Experienced market thought leader who can take ownership and responsibility for the market; must have worked in a senior sales capacity in a large, growing organization of significant scope and revenue.
- Exceptional track record selling high-end solutions, preferably in one or more of the following disciplines: Cloud/SaaS, Subscription Model, Network Performance Management, Application Performance Management, End User Experience Monitoring, and/or Mobile Device Monitoring.
- Inspirational people leader with the ability to 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 within the APJ market.
- Proven success in delivering annual revenue targets with demonstrated year-over-year growth trends in the APJ market.
- 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 of over 10 people in a scalable fashion for a multi-faceted sales