UKI Channel Growth Lead | Partner Strategy & Pipeline

Rubrik Job Board; Greater London; On-site; GBP 70,000 - 105,000; Full time

Job summary

Rubrik in the UK is seeking a Channel Development Manager for UKI to own relationships with resellers and distributors and turn them into a repeatable engine for pipeline and Partner Initiated Deals. This is an autonomous role with real control over which partners to invest in, how you plan with them, and how fast you help them grow Rubrik’s business.

You’ll build joint business plans, enable partner sales, and lead campaigns to extend Rubrik’s reach into the mid-market and public sector, while

Qualifications

• Strong track record in a channel development, channel sales or partner management role at a technology vendor.
• Good working knowledge of the data protection, data management, cybersecurity or storage market.
• Established relationships and a strong reputation with UKI partners and distributors.
• Experience identifying, initiating and closing deals with partners in close coordination with direct sales teams.
• Experience running quarterly and annual planning for partner sales activity and reporting on pipeline and forecast.
• Confidence presenting to larger audiences and hosting events with partners and end customers.
• A collaborative approach to working across Sales, Systems Engineering, Marketing, Alliances and Sales Operations.

Responsibilities

• Build and execute joint business plans with key UKI resellers and distributors, so partners have a clear path to growing their Rubrik business and Rubrik has a clear view of where it will come from.
• Drive Partner Initiated Deals and net-new pipeline by working with partner sales teams to identify, qualify and close opportunities alongside Rubrik Account Executives.
• Run account mapping and joint planning sessions between Rubrik field teams and partners, opening access to partner customer bases, both existing accounts and new logos.
• Lead enablement for partner sales and SE teams, so partners can position, demo and deploy Rubrik independently and customers see value from day one.
• Develop and manage distribution relationships, using them to extend Rubrik’s reach into the mid-market and public sector.
• Identify, onboard and grow new partners that fill gaps in regional, vertical or solution coverage.
• Work with Channel Marketing and Field Marketing to plan and host partner and customer events and campaigns that put Rubrik in front of the right buyers.
• Build trusted relationships with senior decision-makers at your partners, earning Rubrik a place as a strategic vendor in their portfolio.
• Report on partner performance, pipeline and forecast to Channel and Sales leadership, giving the business a clear read on UKI.

Skills

Channel development

Channel sales

Partner management

Resellers

Distributors

Job description

Rubrik in the UK is seeking a Channel Development Manager for UKI to own relationships with resellers and distributors and turn them into a repeatable engine for pipeline and Partner Initiated Deals. This is an autonomous role with real control over which partners to invest in, how you plan with them, and how fast you help them grow Rubrik’s business.

You’ll build joint business plans, enable partner sales, and lead campaigns to extend Rubrik’s reach into the mid-market and public sector, while