Channel Development Manager - Ohio Valley

Rubrik; Annapolis (MD); On-site; USD 110,000 - 170,000; Full time

Job summary

Rubrik is seeking a Channel Development Manager to build and manage relationships with regional and national channel partners across the Ohio Valley Region (MI, OH and KY). You will collaborate with Rubrik’s field teams to drive partner-driven revenue, enablement, and deal acceleration.

You will lead enablement sessions, coordinate with partners and Rubrik account teams, and work to identify, develop, and close strategic opportunities while growing the partner ecosystem.

Qualifications

• Experience with local regional channel partners or distributors.
• Experience in quarterly and yearly planning of sales activities.
• Ability to implement marketing plans and coordinate marketing activities.
• Ability to identify, develop and acquire new partners.
• Experience encouraging existing partners in their sales activities.
• Strong ability to execute channel programs.
• Led sales and product trainings.
• Strong presenter at reseller and end-customer events.
• Successfully run sales activities with partners.
• Worked with partners to identify opportunities and close projects.
• Team player and collaborative.
• Report numbers, activities and forecasting.
• Experience selling backup and recovery solutions.
• Worked with vendors like Crowdstrike, Zscaler, Pure Storage, Nutanix and others.

Responsibilities

• Grow the channel business through strategic partner planning, enablement, and pipeline generation activities.
• Drive revenues via Partner Initiated Deals and POCs.
• Manage distribution and regional channel partners for coverage.
• Arrange account mappings and meetings with partners to qualify opportunities and drive Partner Initiated Deals.
• Conduct enablement sessions to train partners’ field sales/SE staff.
• Build strong relationships with decision makers to secure strategic partnerships.

Skills

Channel partner management

Sales enablement

Partner relationship building

Presentation skills

Forecasting

Team collaboration

Data protection knowledge

Job description

As a Channel Development Manager (CDM) you will build & manage relationships between Rubrik and key regional and national channel partners across the Ohio Valley Region (MI, OH and KY) . 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 focus around technologies/products and increases 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 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 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 local regional channel partners or distributors

• 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

• Led 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

• Knows how 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, Pure Storage, NUTANIX and others together and understands their value proposition and how to build up a joint solution with Rubrik

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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:

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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.

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