Channel Development Manager

About the role

As a Channel Development Manager at Rubrik, you will play a pivotal role in nurturing and managing relationships with essential regional and national channel partners within the Central/TOLA region. This position requires close collaboration with various internal teams, including Field Sales and Channel Marketing, to not only meet but exceed sales objectives. Your efforts will directly contribute to the growth and success of Rubrik's channel business.

Key facts

What you'll do

• Drive the growth of the channel business by formulating and executing strategic plans and sales initiatives that align with company goals.
• Strengthen and enhance relationships with current distribution and regional channel partners to maximize market presence and effectiveness.
• Organize and facilitate meetings and account mapping sessions with Rubrik personnel and partners to pinpoint target accounts and potential opportunities.
• Lead training sessions for partner sales teams and systems engineers to empower them to operate autonomously and effectively.
• Forge strong connections with key decision-makers within partner organizations to elevate their role as strategic allies.
• Collaborate with Rubrik Account Teams to identify and initiate potential deals with partners, ensuring a seamless sales process.
• Monitor and report on sales metrics, providing insights and forecasts to guide future strategies and initiatives.
• Develop and implement marketing strategies that resonate with partners and enhance their sales efforts.
• Support partners in recognizing opportunities and assist them in closing projects to drive mutual success.
• Present effectively to large audiences, showcasing Rubrik's value proposition at partner and customer events.
• Motivate existing partners to enhance their sales performance through effective training and support.
• Execute channel programs and lead sales training sessions to ensure partners are well-equipped to succeed.

Requirements

• A proactive and driven individual with a strong work ethic and a collaborative approach to teamwork.
• Comprehensive knowledge of the Data Management, Data Protection, and Storage industries.
• Established relationships with key partners in the Central/TOLA region.
• Proficient in delivering presentations to large groups and organizing impactful events for partners and clients.
• Proven experience in identifying and initiating deals with partners, working closely with Rubrik Account Teams to finalize sales.
• Strong analytical skills to report on metrics and forecast sales activities effectively.

Nice to have

• Demonstrated experience working with regional channel partners or distributors.
• Ability to plan and execute sales activities on both quarterly and annual timelines.
• Experience in developing and acquiring new partners, showcasing a successful track record.
• Familiarity with executing channel programs and leading training sessions for partners.
• Comfortable working in collaborative environments and contributing to team success.
• Knowledge of competitive solutions, especially in Backup and Recovery, and familiarity with vendors like Crowdstrike, Zscaler, and Pure Storage.

Skills & tools

• Strong communication and interpersonal skills to build and maintain relationships with partners.
• Proficiency in sales and marketing tools to track performance and manage partner relationships.
• Ability to analyze market trends and adapt strategies accordingly.
• Experience with CRM software and other sales enablement tools.
• Strong organizational skills to manage multiple projects and priorities simultaneously.

Practical notes

If you require any accommodations to apply for this position or to perform your job duties, please reach out to us at hr@rubrik.com. We are dedicated to ensuring that all candidates have the opportunity to succeed in our hiring process and within our workplace.

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Rubrik is leading the charge in data protection, cyber resilience, and accelerating enterprise AI. Our platform offers comprehensive solutions that safeguard, monitor, and recover data across diverse environments, ensuring that businesses can thrive in an increasingly digital world.

Inclusion @ Rubrik

At Rubrik, we are committed to fostering a workplace that values diversity and inclusion. We believe that a diverse workforce is essential to our mission of securing global data. We strive to attract and retain top talent from various backgrounds and ensure that our hiring practices are fair and equitable, creating an environment where everyone can reach their full potential.

Equal Opportunity Employer/Veterans/Disabled

Rubrik is proud to be an Equal Opportunity Employer. We provide equal employment opportunities to all applicants, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We adhere to all applicable laws regarding nondiscrimination in employment.