Channel Development Manager

Job Summary

Channel Development Manager, Mid-Atlantic

As a Channel Development Manager (CDM) you will build & manage relationships between Rubrik and key regional and national channel partners across the Mid-Atlantic region.

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 your 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 increase 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 relationship to 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 aquire 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 Pure Storage, NUTANIX and others together and understands their value proposition and how to build up a joint solution with Rubrik

LI-JM1