Channel Development Manager

This is a fully remote position, open to applicants in Ohio, +1 more state.

📋 Description

• Establish and cultivate relationships between Rubrik and essential regional and national channel partners throughout the Ohio Valley Region (Michigan, Ohio, and Kentucky).

• Collaborate with Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations teams to surpass sales performance objectives.

• Enhance channel business via strategic partner planning, enablement, sales acceleration, and pipeline development.

• Emphasize Rubrik technologies and products, driving revenue and Partner Initiated Deals.

• Oversee and expand distribution and regional channel partners to enhance market and vertical sales/support coverage.

• Organize account mappings and partner meetings to qualify target accounts and opportunities that lead to Partner Initiated Deals and proof-of-concepts.

• Conduct enablement sessions to train partner field sales and SE staff.

• Forge relationships with partner decision-makers and key stakeholders to form strategic partnerships.

⛳️ Requirements

• Diligent, self-motivated, and highly enthusiastic individual with a strong team spirit.

• In-depth knowledge of the Data Management / Data Protection / Storage market.

• Exceptional rapport and reputation with key partners within the assigned region.

• Capable of presenting to larger audiences and hosting events for partners and end-customers.

• Proficient in identifying and initiating deals with partners, collaborating on deals, and closing them in close coordination with Rubrik Account Teams.

• Experience working with local regional channel partners or distributors.

• Adept at quarterly and yearly planning of sales activities.

• Competent in implementing marketing plans and coordinating marketing initiatives.

• Skilled in identifying, developing, and acquiring new partners.

• Proven success in motivating existing partners in their sales endeavors.

• Strong capability to execute channel programs.

• Experience in leading sales and product training sessions.

• Excellent presenter at reseller and end-customer events.

• Successfully managed sales activities with partners.

• Experience in assisting partners with identifying opportunities and closing projects.

• Team-oriented work experience.

• Ability to report on numbers and activities, and perform forecasting.

• Extensive background in Backup and Recovery.

• Experience collaborating with vendors such as CrowdStrike, Zscaler, Pure Storage, and Nutanix; understanding their value propositions and developing joint solutions with Rubrik.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Flexible work arrangements and a supportive work culture.

• Opportunities for professional development and career advancement.

• Employee wellness programs and resources.