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Rubrik is seeking a Director of Channel & Alliances to lead go-to-market strategy across Northern and Southern Europe (Nordics, Benelux, France, Italy, and Iberia). You will manage a team of Channel and Alliances Managers and own the full lifecycle of partner relationships—from selection and onboarding through enablement and growth.
Key responsibilities include:
- Develop and execute a comprehensive channel and alliances strategy in partnership with regional, EMEA, marketing, and sales leadership to ensure alignment across the full go-to-market picture.
- Lead, coach, and hold accountable a team of Channel and Alliances Managers, setting clear communication cadences and performance metrics tied to bookings and pipeline.
- Identify, select, and onboard focus partners; structure regional coverage and execute Land & Expand motions.
- Build partner capabilities through enablement programs that train partner field sales and systems engineers to sell and support Rubrik independently.
- Drive account mapping and joint planning between Rubrik sales teams and partners to surface qualified opportunities, partner-initiated deals, and POCs.
- Establish and nurture strategic relationships with key partner decision-makers and technology alliances (e.g., CrowdStrike, Microsoft, AWS).
- Coordinate with marketing to plan and execute partner-led and co-marketing campaigns.
- Report on channel metrics, strategy, and regional progress to channel, alliances, and sales leadership.
You will have real ownership over partner investment decisions, team coaching, and how the business grows in the region. The role sits at the intersection of sales, partnerships, and go-to-market strategy.
