5-7 years of experience in channel development or sales management
Strong knowledge of Data Management, Data Protection, and Storage markets
Established relationships with key partners in the East and Central regions
Proven ability to execute channel programs and drive sales activities
Experience with SFDC and Tableau for reporting and forecasting
Responsibilities
Build and manage relationships with regional and national channel partners
Drive strategic partner planning and sales acceleration activities
Conduct enablement sessions to train partner sales teams
Arrange account mappings and meetings to qualify target accounts
Increase revenues and Partner Initiated Deals through effective collaboration
Benefits
Opportunity to work with cross-functional teams
Access to training and development resources
Potential for career advancement within a growing company
Flexible work environment
Engagement in high-impact projects with key industry partners
Full 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.
#LI-MR2
About Rubrik
Rubrik is a cloud data management company based in Palo Alto, California. The company offers a suite of software that provides backup and recovery, cloud migration, disaster recovery, and data governance services. Rubrik's software is designed to work across multiple cloud platforms and on-premises data centers. The company was founded in 2014 by Bipul Sinha, Arvind Jain, Soham Mazumdar, and Arvind Nithrakashyap. Rubrik has raised over $553 million in funding and is valued at over $3 billion.
