Channel Development Manager
Partners are central to how Rubrik wins in France, and this role puts you at the heart of that. As Channel Development Manager, you'll build and grow the strategic partnerships that bring Rubrik to new customers, helping our partners turn Rubrik into a pipeline engine for both resale and managed services. You'll work hand in hand with our sales teams and partner leaders, with real ownership of your focus partners and a clear view of the impact you're having.
What you'll do
Grow your focus partners: own a pipeline and revenue target across a portfolio of partners, for resell and managed services
Open new doors: gain access to your partners’ installed base, bringing Rubrik to new logos and helping partners deploy and run it so customers see value quickly and expand across the Rubrik platform.
Expand the offer: move partners beyond backup and help them sell Rubrik across more use cases, including identity, SaaS and cloud
Build coverage: manage and grow distribution and regional channel partners to extend market and vertical reach
Activate our alliances: bring joint offers with CrowdStrike, Microsoft, AWS and Pure Storage to your partners, including co-sell and marketplace motions.
Create opportunities: run account mapping and joint planning with Rubrik sales, and drive partner-sourced deals through each sales stage to close.
Build self-sufficient partners: run enablement sessions for partner sales and SE teams so they can sell and deliver Rubrik on their own
Go to market together: plan and run marketing campaigns with focus partners alongside our marketing team
Recruit new partners: identify and sign partners aligned with identity, cloud and cyber recovery demand
Forecast and report: track pipeline, deal registrations and forecast, and report to regional channel and sales leadership
What you bring
3+ years in a partnerships or sales role at a vendor, ideally in similar or adjacent markets
A track record of identifying, winning and developing new partners
Experience driving results with partners and running channel programmes in close coordination with field sales
Strong knowledge of the cyber resilience, data protection, identity, cloud and security markets, and familiarity with competitive solutions
Experience planning quarterly and annual sales activity and executing coordinated marketing plans
A background in sales and product training, including partner enablement and customer presentations
Hands-on experience running sales activity with partners, identifying opportunities and closing deals
Confidence reporting metrics, forecasting and tracking partner performance
Comfort hosting events with partners and customers, and presenting to larger audiences
What you're like
Results-driven, self-motivated and a strong team player
Structured and methodical in how you run projects
A relationship builder with a strong reputation among partners
An engaging presenter, at reseller events and in front of customers
Passionate about the role, with the drive to make it your own
A clear communicator who brings teams together
Why Rubrik
A market that matters: cyber resilience is a top priority for every CIO and CISO, and Rubrik is extending beyond backup into identity and cloud
Partners at the centre: our indirect model gives channel a direct line to revenue and real accountability for results
Impact and visibility: a role where your partners' success is clearly yours
A collaborative team that values ownership, good ideas and working together