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Rubrik is seeking a Channel Development Manager to build and manage relationships with key regional and national channel partners across North America, particularly in the East and Central regions. This role sits at the intersection of data protection, cyber resilience, and enterprise AI acceleration, working with Rubrik's Security Cloud and Agent Cloud platforms.
In this position, you will own the channel business growth in your region through strategic partner planning, enablement, and sales acceleration. You will work cross-functionally with Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations to drive partner-initiated deals and pipeline generation.
Key responsibilities include:
- Driving revenue growth and increasing partner-initiated deals through strategic focus on key technologies and products
- Managing existing distribution and regional channel partners to expand market and vertical sales/support coverage
- Arranging account mappings, interlocks, and meetings with Rubrik staff and partners to qualify target accounts and opportunities
- Conducting enablement sessions to train partner field sales and systems engineering staff for self-sufficiency
- Building strong relationships with decision makers within partner organizations to establish Rubrik as a strategic partner
- Identifying, developing, and acquiring new partners
- Running quarterly and yearly sales planning and activity execution
- Coordinating marketing activities and implementing channel programs
- Leading sales and product trainings for partners and end-customers
- Supporting partners in identifying opportunities and closing projects
- Leveraging Salesforce and Tableau for reporting, forecasting, and activity tracking
- Acting as CEO of your regional business
Requirements:
- Experience working with CDW regional sales teams and existing relationships with sales leaders in East and Central regions
- Strong knowledge of the Data Management, Data Protection, and Storage market
- Extensive experience in Backup and Recovery solutions
- Proven success in channel partner development and sales acceleration
- Experience with competitive solutions and vendors such as Crowdstrike, Zscaler, Everpure, Okta, and Nutanix
- Ability to present to large audiences and host events with partners and end-customers
- Strong ability to identify, initiate, and close deals with partners in sync with Rubrik Account Teams
- Proficiency with Salesforce and Tableau
- Demonstrated ability to execute channel programs and lead sales/product trainings
- Team player mentality with strong work ethic and self-motivation
- Ideal locations: Chicago IL, NYC/New Jersey, Washington DC, or Tampa FL
