Channel Development Manager

Rubrik; Paris; On-site; EUR 70,000 - 110,000; Full time

Job summary

Rubrik is seeking a Channel Development Manager in Paris to lead strategic partnerships, driving pipeline and revenue across a portfolio of partners for resell and managed services. You’ll work closely with sales and partner leaders, owning focus partners and measuring impact to optimize growth.

You’ll open doors with new logos, help partners deploy Rubrik quickly, and expand the offering beyond backup to include identity, SaaS and cloud use cases.

Qualifications

• 3+ years in a partnerships or sales role at a vendor.
• Track record of identifying, winning and developing new partners.
• Experience driving results with partners and running channel programmes in close coordination with field sales.

Responsibilities

• Grow focus partners: own a pipeline and revenue target across a portfolio of partners, for resell and managed services.
• Open new doors: gain access to partners’ installed base, bringing Rubrik to new logos and helping partners deploy and run it so customers see value quickly.
• Expand the offer: move partners beyond backup and help them sell Rubrik across more use cases, including identity, SaaS and cloud.
• Build coverage: manage and grow distribution and regional channel partners to extend market and vertical reach.
• Activate our alliances: bring joint offers with CrowdStrike, Microsoft, AWS and Pure Storage to your partners, including co-sell and marketplace motions.
• Create opportunities: run account mapping and joint planning with Rubrik sales, and drive partner-sourced deals through each sales stage to close.

Skills

Partnership management

Channel sales

Partner enablement

Forecasting

Relationship building

Public speaking

Tools

CRM software

Job description

Partners are central to how Rubrik wins in France, and this role puts you at the heart of that. As Channel Development Manager, you'll build and grow the strategic partnerships that bring Rubrik to new customers, helping our partners turn Rubrik into a pipeline engine for both resale and managed services. You'll work hand in hand with our sales teams and partner leaders, with real ownership of your focus partners and a clear view of the impact you're having.

What You’ll Do

• Grow your focus partners: own a pipeline and revenue target across a portfolio of partners, for resell and managed services
• Open new doors: gain access to your partners’ installed base, bringing Rubrik to new logos and helping partners deploy and run it so customers see value quickly and expand across the Rubrik platform.
• Expand the offer: move partners beyond backup and help them sell Rubrik across more use cases, including identity, SaaS and cloud
• Build coverage: manage and grow distribution and regional channel partners to extend market and vertical reach
• Activate our alliances: bring joint offers with CrowdStrike, Microsoft, AWS and Pure Storage to your partners, including co-sell and marketplace motions.
• Create opportunities: run account mapping and joint planning with Rubrik sales, and drive partner-sourced deals through each sales stage to close.
• Build self-sufficient partners: run enablement sessions for partner sales and SE teams so they can sell and deliver Rubrik on their own
• Go to market together: plan and run marketing campaigns with focus partners alongside our marketing team
• Recruit new partners: identify and sign partners aligned with identity, cloud and cyber recovery demand
• Forecast and report: track pipeline, deal registrations and forecast, and report to regional channel and sales leadership

What You Bring

• 3+ years in a partnerships or sales role at a vendor, ideally in similar or adjacent markets
• A track record of identifying, winning and developing new partners
• Experience driving results with partners and running channel programmes in close coordination with field sales
• Strong knowledge of the cyber resilience, data protection, identity, cloud and security markets, and familiarity with competitive solutions
• Experience planning quarterly and annual sales activity and executing coordinated marketing plans
• A background in sales and product training, including partner enablement and customer presentations
• Hands‑on experience running sales activity with partners, identifying opportunities and closing deals
• Confidence reporting metrics, forecasting and tracking partner performance
• Comfort hosting events with partners and customers, and presenting to larger audiences

What You’re Like

• Results-driven, self-motivated and a strong team player
• Structured and methodical in how you run projects
• A relationship builder with a strong reputation among partners
• An engaging presenter, at reseller events and in front of customers
• Passionate about the role, with the drive to make it your own
• A clear communicator who brings teams together

Why Rubrik

• A market that matters: cyber resilience is a top priority for every CIO and CISO, and Rubrik is extending beyond backup into identity and cloud
• Partners at the centre: our indirect model gives channel a direct line to revenue and real accountability for results
• Impact and visibility: a role where your partners' success is clearly yours
• A collaborative team that values ownership, good ideas and working together

Join Us in Securing and Accelerating the World's AI Transformation

Rubrik (NYSE: RBRK) is the Security and AI Operations Company, delivering one platform built at the intersection of data, identity, and AI. The platform enables agentic cyber resilience and trusted AI operations for enterprises worldwide, built to recover before disruption strikes and stay a step ahead, so security is never the reason ambition stalls.

Linkedin | X (formerly Twitter) | Instagram | Rubrik.com

Inclusion @ Rubrik

Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.

Our inclusion strategy focuses on three core areas of our business and culture:

• Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
• Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
• Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.

Equal Opportunity Employer/Veterans/Disabled

Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, protected veteran status, or any other status protected by applicable law. Rubrik provides equal employment opportunities to employees and applicants in all terms and conditions of employment, including recruiting, hiring, promotion, compensation, training, leave, and termination.

Rubrik provides reasonable accommodations to qualified applicants and employees with disabilities in accordance with applicable law. If you need an accommodation to participate in the application process or to perform your job, please contact [e-mail]. Accommodations may include changes to the application process, documents in an alternate format, a sign language interpreter, or specialized equipment.

EEO IS THE LAW

NOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS