Channel Development Manager - CDW (East Coast)

Rubrik; Madison (WI); On-site; USD 110,000 - 160,000; Full time

Job summary

Rubrik is seeking a Channel Development Manager to build and manage relationships with regional and national channel partners across North America.

You will collaborate with Rubrik's Field Sales, SE, Channel Marketing and Sales Ops to drive partner-led growth, enablement sessions, and pipeline acceleration through Partner Initiated Deals and co-selling with Rubrik account teams.

Qualifications

• Experience working with channel partnerships and driving partner-led growth.
• Knowledge of the data management and data protection markets.
• Ability to train partners and run enablement sessions.

Responsibilities

• Build and manage relationships with regional and national channel partners across North America.
• Drive partner enablement, sales acceleration, and pipeline generation.
• Coordinate with Rubrik Field Sales, SE, Channel Marketing, and Sales Ops to close Partner Initiated Deals.
• Organize partner events and trainings to increase partner self-sufficiency and revenue.

Skills

Data management knowledge

Data protection

Storage market

Channel sales experience

SFDC

Tableau

Tools

Salesforce (SFDC)

Tableau

Job description

As a Channel Development Manager (CDM) you will build & manage relationships between Rubrik and key regional and national channel partners across North America. In this role, you will work with cross-functional teams from Rubrik’s Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions, as they will be key resources for you to leverage to attain and exceed sales performance goals.

Day-to-Day

CDM’s will grow the channel business in their regions through strategic partner planning, enablement, and driving sales acceleration and pipeline generation activities.

Where you can make an impact:

• Driving Rubrik’s focus around technologies/products and increasing revenues and number of Partner Initiated Deals.
• Managing existing and the growth of Distribution and regional Channel partners that will allow better market and vertical sales/support coverage.
• Arrange account mappings, interlocks and meetings with other Rubrik staff with partners to qualify target accounts and opportunities that will lead to Partner Initiated Deals and POCs.
• Doing Enablement sessions to train our partners field sales/SE staff to ensure we have self-sufficient partners
• Build up strong relationships with relevant decision makers and key persons within those partners to get the right and needed attention to be set as a strategic partner with them.

Who you are:

• Hard working, self-driven and highly motivated individual with great team spirit
• Strong knowledge about the Data Management / Data Protection / Storage market
• Great relation and reputation with key partners in assigned region
• Able to present in front of bigger audience and hosting events with and for partners and end-customers
• Able to identify and initiate deals with partners, work on deals and close them with a partner in close sync with Rubrik Account Teams

Ideal background:

• Experience working with CDW regional sales teams. Existing relationships with Sales leaders in the East and Central regions.
• Ideal locations include Chicago IL, NYC/New Jersey, Washington DC, Tampa Fl.
• Effective at quarterly and yearly planning of sales activities
• Ability to implement marketing plans and coordination of marketing activities
• Able to identify, develop and acquire new partners
• Display repeated success in encouraging existing partners in their sales activities
• Strong ability to execute channel programs
• Lead sales and product trainings
• Strong presenter on reseller and end-customer events
• Successfully run sales activities with partners
• Worked supporting partners in identifying opportunities and closing projects
• Worked in teams and is used to work as a team player
• Leverage SFDC and Tableau to report numbers and activities, and do forecasting
• Sold competitive solutions and has an extensive experience in Backup and Recovery
• Worked with vendors like Crowdstrike, Zscaler, Everpure, Okta, NUTANIX and others together and understands their value proposition and how to build up a joint solution with Rubrik
• Be CEO of your regional business.

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

Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.

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Inclusion @ Rubrik

At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.

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.

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