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Rubrik is seeking a Channel Development Manager for the UK and Ireland region to own and grow relationships with reseller and distribution partners. This is an individual contributor role with autonomy over partner selection, joint planning, and partner growth strategy.
You will build and execute joint business plans with key UKI resellers and distributors, creating clear paths for partners to grow their Rubrik business while giving Rubrik visibility into pipeline sources. You will drive Partner Initiated Deals and net-new pipeline by working with partner sales teams to identify, qualify, and close opportunities alongside Rubrik Account Executives.
Key responsibilities include running account mapping and joint planning sessions between Rubrik field teams and partners to open access to partner customer bases (both existing and new logos). You will lead enablement for partner sales and systems engineering teams, ensuring partners can independently position, demo, and deploy Rubrik solutions. You will develop and manage distribution relationships to extend Rubrik's reach into mid-market and public sector segments, and identify, onboard, and grow new partners that fill regional, vertical, or solution coverage gaps.
You will collaborate with Channel Marketing and Field Marketing to plan and host partner and customer events and campaigns. Building trusted relationships with senior decision-makers at partner organizations is critical to earning Rubrik a place as a strategic vendor in their portfolio. Finally, you will report on partner performance, pipeline, and forecast to Channel and Sales leadership, providing clear visibility into UKI performance.
Rubrik is the Security and AI Operations Company, leading at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds.
REQUIREMENTS:
- Strong track record in a channel development, channel sales, or partner management role at a technology vendor, working with resellers and distributors
- Good working knowledge of the data protection, data management, cybersecurity, or storage market
- Established relationships and strong reputation with UKI partners and distributors
- Experience identifying, initiating, and closing deals with partners in close coordination with direct sales teams
- Experience running quarterly and annual planning for partner sales activity and reporting on pipeline and forecast
- Confidence presenting to larger audiences and hosting events with partners and end customers
- Collaborative approach to working across Sales, Systems Engineering, Marketing, Alliances, and Sales Operations
PREFERRED QUALIFICATIONS:
- Experience selling or partnering on competitive backup and recovery or cyber resilience solutions
- Background running partner enablement or training programmes
- Experience building joint solutions with adjacent security and infrastructure vendors (identity, endpoint, network, or storage)
- Experience acquiring and onboarding new partners
