Director of Business Development - OEM

Riverbed makes applications, websites, networks, data centers, the cloud, and remote offices work better. We bring the promise of digital transformation to life.

The Director of Corporate Business Development will play an important role in all aspects of the company’s strategic transactions, including partnerships and other strategic alliances, OEM transactions (inbound and outbound) and other revenue generating collaborations. This role will focus primarily on large strategic collaborations that have significant revenue potential and/or are of high strategic value to the company. This is not, however a sales position and does not carry quota. The Director will be involved in identifying prospective target opportunities but will also take leadership of opportunities generated in the Business Units. Following identification of a potential transaction, the Senior Director will be responsible for developing a business plan for the transaction, building consensus across the organization, understanding and evangelizing the value to internal stakeholders, developing strategy for and conducting negotiations, and driving activities to closure. On a typical transaction, the Director will be responsible for all aspects of the transaction and will carry out tasks by managing a cross-functional team involving persons from other Business Units and infrastructure teams. The Director will also meaningfully contribute to Riverbed’s corporate strategy by becoming an expert in Riverbed’s product ecosystem and target markets. The Director will help with strategic analysis regarding new market entry and help develop and identify potential partnership and acquisition prospects.

* Develop existing strategic alliances and contribute to the analysis of Riverbed’s strategic objectives and target markets * Develop business models for strategic transactions: OEM (HW + SW), Joint Ventures, licensing * Become an expert in Riverbed’s product ecosystem and target markets; Identify potential new strategic alliances and/or acquisition targets within the ecosystem * Negotiate complex business agreements from start to finish (expert). * Identify potential technology collaboration opportunities, define joint solutions, develop business cases, and drive go-to-market strategy * Orchestrate cross company resources to support the alliances’ initiatives on a global basis * Work with executive management and across business groups in further developing Riverbed partnership programs. * Develop the goals and objectives for target partnerships consistent with Riverbed’s corporate strategy

* 5-10 years of related industry experience * 5+ years of experience developing and leading complex, highly matrixed teams and negotiating complex transactions * Must have experience across a variety of different business models: OEM (HW + SW), Joint Ventures, licensing, etc. * Must have deep strategic experience/knowledge in networking, monitoring and/or storage solutions markets and be aware of recent industry entrants and developments * BS/BA or equivalent; MBA or JD preferred