Channel Development Leader

Channel Development Leader

As a Channel Development Leader, you will be instrumental in cultivating and managing strong partnerships between Rubrik and key channel partners. This role is perfect for those who enjoy collaborating with various teams, including Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations, to drive exceptional sales performance.

Your Focus:

In this role, you will be responsible for expanding the channel business through strategic partner planning and sales acceleration initiatives. You will lead efforts designed to generate pipeline and drive revenue growth.

Key Responsibilities:

Enhance Rubrik's presence in the market by focusing on key technologies/products and increasing both revenue and the number of Partner Initiated Deals.

Oversee and grow Distribution and regional Channel partnerships to ensure robust sales and support coverage.

Coordinate account mappings and meetings to qualify target accounts and opportunities, facilitating Partner Initiated Deals and POCs.

Conduct Enablement sessions to train field sales/SE staff for self-sufficient partner capabilities.

Build strong relationships with decision makers within partners to ensure Rubrik is positioned as a strategic partner.

The Ideal Candidate:

A driven and motivated professional with excellent teamwork capabilities.

Deep understanding of the Data Management, Data Protection, and Storage markets.

Established relationships with key partners in the region.

Confident presenter capable of engaging larger audiences and hosting events for partners and customers.

Skilled in identifying, initiating, and closing deals in collaboration with partner organizations.

Preferred Experience:

Proven track record working with local channel partners or distributors.

Effective in planning and executing quarterly and annual sales activities.

Experience implementing marketing plans and coordinating marketing activities.

Capable of identifying, developing, and acquiring new partners.

Successful in driving existing partners to enhance their sales efforts.

Proficient in executing channel programs and leading sales and product training initiatives.

Experienced in engaging at reseller and end-customer events.

Demonstrated success in managing sales activities with partners.

Adept at supporting partners in opportunity identification and project closure.

A strong team player, accustomed to collaborative environments.

Skilled in reporting numbers, activities, and forecasts.

In-depth experience in selling competitive solutions, particularly in Backup and Recovery.

Familiarity with vendors such as Crowdstrike, Zscaler, Pure Storage, NUTANIX, and understanding their value propositions to create joint solutions with Rubrik.

Compensation:

The role offers a base salary range of $129,360 - $206,640 USD, along with commission eligibility, equity, and a comprehensive benefits package.

Join Us in Safeguarding Data Worldwide

Rubrik is a leader in security and AI operations, specializing in data protection and cyber resilience. Our solutions enable organizations to secure and recover data across multiple environments.

Commitment to Inclusion:

At Rubrik, we value diversity and inclusivity, ensuring all individuals have equal access to opportunities for growth and success. We foster an environment where every employee can contribute and thrive.

Equal Opportunity Employer:

Rubrik is an Equal Opportunity Employer, committed to a fair hiring practice for all candidates, regardless of background. We provide reasonable accommodations for applicants with disabilities.