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Rubrik is seeking a Channel Development Manager to build and manage relationships with regional and national channel partners across the Ohio Valley region (Michigan, Ohio, and Kentucky). 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 drive channel business growth through strategic partner planning, enablement, and sales acceleration. You'll work cross-functionally with Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations to achieve and exceed sales performance goals.
Key responsibilities include:
- Growing channel business through strategic partner planning and enablement
- Managing existing distribution and regional channel partners to expand market and vertical coverage
- Arranging account mappings and partner meetings to qualify target accounts and generate Partner Initiated Deals and POCs
- Conducting enablement sessions to train partner field sales and systems engineering staff
- Building strong relationships with key decision-makers within partner organizations
- Identifying, developing, and acquiring new partners
- Executing channel programs and marketing activities
- Supporting partners in identifying opportunities and closing projects
- Presenting to larger audiences and hosting partner and end-customer events
- Reporting on numbers, activities, and forecasting
You will leverage your deep knowledge of the data management, data protection, and storage market, along with existing relationships and reputation with key regional partners. Success requires the ability to work collaboratively across teams, execute quarterly and yearly sales planning, and drive partner engagement and sales activities.
Requirements:
- Experience working with local regional channel partners or distributors
- Strong knowledge of Data Management, Data Protection, and Storage market
- Proven ability to identify, develop, and acquire new partners
- Track record of encouraging existing partners in their sales activities
- Experience leading sales and product trainings
- Strong presentation skills for reseller and end-customer events
- Ability to support partners in identifying opportunities and closing projects
- Experience with quarterly and yearly sales planning and forecasting
- Extensive experience in Backup and Recovery solutions
- Familiarity with competitive solutions and vendors (e.g., Crowdstrike, Zscaler, Pure Storage, NUTANIX)
- Understanding of how to build joint solutions with complementary vendors
- Strong team player mentality and ability to work cross-functionally
- Self-driven, highly motivated, and results-oriented
