Riverbed Technology

• 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.

• 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 strong relationships with key contacts in the partner ecosystem • Work with Channel Sales team to build and strengthen relationships with partners; Oversee product and solutions training and enablement of the partner ecosystem so that they can be leveraged to help drive opportunities to technical close

• 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

• Own product positioning and messaging for the Acceleration business, including core narratives, value propositions, and persona-based messaging. • Develop competitive differentiation and market-facing content that clearly communicates business value and product strengths. • Partner with Product Management to shape roadmap storytelling and translate capabilities into customer-ready messaging. • Support pricing, packaging, and strategic planning discussions with market insight and customer perspective. • Lead go-to-market planning for launches, releases, and campaigns that support pipeline growth and customer adoption. • Create launch strategies, messaging frameworks, and cross-functional plans in partnership with Product, Sales, Demand Gen, and Corporate Communications. • Ensure launch execution is aligned across internal teams and reflected consistently across web, sales, and campaign assets. • Develop enablement content including pitch decks, messaging guides, sales plays, competitive battlecards, and launch materials. • Equip field and partner teams with the tools, messaging, and training needed to position the Acceleration business effectively. • Monitor market trends, customer feedback, and competitor activity to inform positioning and strategy. • Track the impact of launches, messaging, and enablement efforts, and use insights to continuously improve performance. • Provide regular recommendations to leadership on market opportunities, risks, and priorities for the business.

• 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)

• 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.

• 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

• 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

• Serve as the technical subject matter expert throughout the sales process • Owning and managing pre-sales activities like presentations and proof of concept projects • Collaborate with the Sales team and drive deeper into the account • Understand and document customer business & technical requirements • Build strong relationships with key contacts in the partner ecosystem

• Serve as a senior customer-facing product leader • Lead outbound product activities such as roadmap and vision presentations • Influence product strategy and roadmap for key areas • Translate market, customer, and business needs into clear product priorities and requirements • Develop customer-facing materials • Collaborate with engineering, data, and UX teams to guide execution • Help shape the evolution of Aternity’s analytics and AI driven capabilities